In the ever-evolving world of negotiation, few figures have made as significant an impact as Derrick Chevalier, the Executive Vice President of Harrison-Chevalier, Inc. (H-C, Inc.). Known as a pioneer in the field, Chevalier has redefined how businesses and individuals approach negotiation, challenging established norms and offering innovative solutions that deliver tangible results. His groundbreaking methodology, the Comprehensive Negotiating Strategies Universal Framework (CNSUF™), has been hailed as a revolutionary advancement in negotiation theory and practice. CNSUF™ goes beyond traditional models like those presented by Karrass International, the Harvard Program on Negotiation, and popular contemporary approaches such as Chris Voss’s Never Split the Difference. By building on these foundations and addressing their limitations, CNSUF™ offers a powerful, adaptable framework that has transformed negotiations across industries.

Photo Courtesy: Derrick Chevalier

A Career Built on Expertise and Innovation

Chevalier’s career as a negotiation strategist spans over 25 years, and his influence in the field is undeniable. Under the mentorship of Dr. Chester Karrass, a renowned figure in negotiation training for over 14 years, Chevalier honed his skills and developed a keen understanding of the intricacies of negotiation. That experience, coupled with his desire to push the boundaries of negotiation theory, led him to leave the Karrass organization, and create CNSUF™ (Snuff), a system that challenges conventional ideas about what it means to succeed in negotiation.

One of the key aspects of CNSUF™ is its departure from the widely accepted idea of “win-win” negotiation, which Chevalier argues often leaves the best outcome on the table. For years, the phrase win-win, coined by Mary Parker Follett in the 1920’s, has been used by everyone from the Harvard Program on Negotiation, to Karrass, as the gold standard, emphasizing mutual benefit and compromise. More recently, Chris Voss’s Never Split the Difference highlights tactical and psychological insight as critical tools in negotiation, focusing on finding outcomes without compromising key objectives. However, Chevalier’s CNSUF™ takes a substantially more nuanced stance, suggesting that “win-win” and other seminal notions, while effective in certain situations, limit the potential for optimal outcomes.

Creating Precedent Rather Than Following It

The CNSUF™ framework encourages negotiators beyond splitting the difference or seeking mutual compromise. Instead, it advocates for pursuing maximum value through strategic innovation and comprehensive planning. Chevalier believes that negotiators should not rely on established precedents but create new ones. He famously states, “Great negotiators don’t rely on precedent—they create it.” This philosophy underpins the CNSUF™ methodology, which equips negotiators with the tools to think outside traditional frameworks and craft solutions tailored to each negotiation’s specific context.

Adapting Across Industries for Maximum Impact

Chevalier’s approach is deeply rooted in adaptability. The CNSUF™ system is designed to be flexible and scalable, making it applicable to a wide range of industries and negotiation scenarios. This versatility has made it a sought-after solution for companies looking to gain an edge in complex negotiations, whether in the fields of finance, technology, manufacturing, or any other sector. Harrison-Chevalier, Inc. has implemented the CNSUF™ framework for clients worldwide, helping them achieve superior outcomes beyond what is typically possible with traditional negotiation techniques.

What sets Chevalier’s CNSUF™ apart from other models is its focus on strategic foresight and comprehensive analysis. Where many negotiation methodologies emphasize tactics and static rules, CNSUF™ places significant importance on pre-negotiation preparation and skillfully making adjustments throughout the process. By encouraging negotiators to anticipate challenges, understand the broader implications of their decisions, and remain agile in the face of changing dynamics, CNSUF™ ensures that they are always one, or more steps ahead. This forward-thinking approach is what allows clients of Harrison-Chevalier, Inc. to consistently outperform their competitors and secure outcomes that are difficult, if not impossible, to achieve through conventional and more popular programs and frameworks.  

Photo Courtesy: Derrick Chevalier

The Legacy of Derrick Chevalier’s Work

A cornerstone of Chevalier’s influence in the negotiation world is his Beyond Negotiating book series, particularly the volume EVOLVE or Be Slaughtered: Negotiation for the 21st Century. This work encapsulates Chevalier’s belief that the negotiation landscape is constantly shifting, and those who fail to adapt risk being left behind. In this book, Chevalier explores how the principles of CNSUF™ can be applied to real-world negotiation challenges, offering practical insights that resonate with both seasoned negotiators and those new to the field.

Chevalier’s innovative contributions to the field of negotiation have not gone unnoticed. His work has been recognized by professionals across industries who have benefited from the strategic advantages provided by CNSUF™. As businesses face increasingly complex and high-stakes negotiations in today’s globalized market, the demand for frameworks that go beyond traditional methods is growing. Chevalier’s CNSUF™ meets this need by offering a comprehensive, adaptable solution that empowers negotiators to achieve unprecedented results.

Redefining the Future of Negotiation

Through his leadership at Harrison-Chevalier, Inc., Derrick Chevalier has cemented his position as a negotiation strategy visionary. His ability to challenge long-standing norms and introduce new, effective methodologies has positioned him as a disruptor in the industry. With CNSUF™, he has created a framework that improves upon existing models and redefines the very nature of negotiation itself. As more companies turn to Harrison-Chevalier, Inc. for guidance, the CNSUF™ framework is proving to be the platinum standard for those seeking to elevate their negotiation strategies and achieve outcomes once thought unattainable.

Published by: Holy Minoza