Negotiation Advice For Your Most Difficult Negotiations
Peter D. Johnston Delivers Exceptional Results Across All Three Phases of Negotiation
Findings suggest negotiators usually achieve 0% to 60% of available value. That is a remarkable opportunity for improvement, and it’s where Peter's negotiation advice can make a big difference. He supports clients in preparation, execution, and deal implementation. The majority of Peter's work involves advising just one party. He also advises clients on how to build their long-term capacity to perform more effectively in negotiations, including relationship audits, and acting as a fractional Chief Negotiation Officer.
Why Clients Hire Peter For His Negotiation Expertise
#1. To make and save them millions or billions of dollars through expert deal-making.
#2. To break through impasses and get deals done when they might fail otherwise.
#3. To oversee negotiation strategy, legal teams, due diligence, and/or direct talks.
#4. To generate healthier, stronger relationships, even amid strong differences.
#5. To save time, often weeks, months or years through more efficient approaches.
#6. To work directly with, and learn from, one of the world’s leading experts.
#7. To gain peace of mind from receiving unparalleled negotiation counsel.
Peter Johnston is an exceptional negotiator with enormous patience, perseverance and inspires trust.
Harry Barnes, Former Director, Jimmy Carter Center
You are just three simple steps away from achieving exceptional outcomes.
Overview Of Advisory Engagements Led By Peter
From Stolen Artwork To Big Tech Deals
Examples of Peter's engagements include helping a renowned gallery negotiate the return of stolen artwork; guiding a small company in its successful efforts to get a giant retailer back as a customer; providing negotiation advice to a group of municipal leaders on a sustainable regional development and governance plan; intervening for a leading-edge technology company in a nasty lawsuit to reach a positive settlement that few expected; navigating the murky world of Business Email Compromise as an expert negotiator on behalf of a green energy company that experienced losses due to online theft; and advising a government client on procurement and negotiation strategies for its largest technology deals, including the renegotiation of billion-dollar transactions, leading to hundreds of millions in savings.
Excellent Returns
Peter provides negotiation advice that yields high returns for clients because he thinks differently about negotiation, as reflected in his books, strategies. and teaching. He holds expertise in all of the critical influence variables that will shape a final outcome favoring his clients. He learns from every client and applies those takeaways in surprising, cumulative ways across different industries and contexts to fine-tune and optimize results. Through his global work, Peter has established the discipline of integrated negotiation, a strategic approach that maximizes the value in any single negotiation through the astute linking and sequencing of other negotiations and decisions related to one’s operating activities. Peter is also a pioneer in asymmetric negotiation. Just as in asymmetric warfare, our firm’s negotiation research has shown that smaller players can prevail in getting what they want from much larger players.
Peter's Role
Peter supports clients behind the scenes in preparing for, and executing, high-stake negotiations by developing unique negotiation strategies, while often helping implement plans down to the finest detail. This could include, for example, the crafting of emails on behalf of clients to their negotiation counterparts. When appropriate, Peter can also represent clients at the negotiation table. In giving negotiation advice, he focuses first on what you can do away from the negotiation table to better position yourself once at the table. Peter also provides advisory services unrelated to a particular transaction to grow a client organization’s capacity to negotiate more effectively over time, drawing on industry experts as needed.
Peter Johnston is a leading light in his field.
Professor Roger Fisher, Harvard Law School
Case Examples: Advisory Engagements Tailored To Client Needs
Case #1: Improved Client Relationships
Case #3: Acting Chief Negotiation Officer
Case #1: Improved Client Relationships
A global consulting firm needed help moving away from being a one-off problem-solver for its clients to being considered a trusted ongoing advisor at the highest levels. With Peter's negotiation advice and time, this general management consultancy achieved this aim.
Case #2: A Partner Relationship Audit
Case #3: Acting Chief Negotiation Officer
Case #1: Improved Client Relationships
A technology group and its largest customer jointly engaged Peter as an expert negotiator to conduct a relationship audit, with a view to systematically assessing where their wide-ranging agreement was not living up to its potential, and how improvements could be made.
Case #3: Acting Chief Negotiation Officer
Case #3: Acting Chief Negotiation Officer
Case #3: Acting Chief Negotiation Officer
A number of fast-growing ventures have hired Peter in an acting capacity to join their management teams as a fractional Chief Negotiation Officer.to spearhead wide-ranging and critical negotiations over condensed periods.
Case #4: Effective Deal Management
Case #3: Acting Chief Negotiation Officer
Case #3: Acting Chief Negotiation Officer
A government challenged by suppliers’ change orders in the tens of millions had Peter develop a systematic approach to lowering change orders significantly through improved agreements, deal monitoring systems, and more streamlined processing of changes.
Case #5: Growth Through Key Accounts
Case #7: A Rigorous Negotiation Checklist
Case #6: Trouble-Shooting On Conflicts
A healthcare company seeking growth brought Peter in as an expert negotiator for negotiation advice on key account sales, managing accounts effectively, and handling challenging sales dynamics and customers. This advisory work included specialized training for all sales team members.
Case #6: Trouble-Shooting On Conflicts
Case #7: A Rigorous Negotiation Checklist
Case #6: Trouble-Shooting On Conflicts
A union hired Peter to enhance the abilities of its senior negotiators through tailored training programs, ongoing support for these negotiators, and troubleshooting on specific conflicts and deals. Peter was called on for ongoing advice whenever challenging issues arose with corporate management.
Case #7: A Rigorous Negotiation Checklist
Case #7: A Rigorous Negotiation Checklist
Case #7: A Rigorous Negotiation Checklist
A large organization looking for better results had Peter as an expert negotiator create a detailed negotiation checklist to systematically ensure that all negotiators prepared, negotiated, implemented, and monitored deals in a comprehensive and consistent manner.
Case #8: Ongoing Negotiation Advice
Case #7: A Rigorous Negotiation Checklist
Case #7: A Rigorous Negotiation Checklist
Peter has quietly advised the CEO of a successful solar technology company as a fractional Chief Negotiation Officer on all significant deals over the past decade with challenging larger buyers and suppliers around the world, including national governments, big corporations, and the United Nations.
Peter D. Johnston: Negotiation Expert, Advisor & Teacher
Peter's Background
Peter is a renowned negotiation expert and bestselling author. His results have been formally recognized by the US Government for their positive economic and social impact, domestically and abroad. His early foundations as an expert negotiator were formed at Harvard. He is a Harvard MBA, former corporate & investment banker, and is currently Managing Director of NAI Limited.
Entrusted By Organizations Worldwide
Peter works with clients of all sizes on important and uniquely challenging negotiations or conflicts. He often guides clients quietly behind the scenes on strategy and tactics, going to the negotiation table as needed. He has advised CEOs on critical transactions, high-profile entrepreneurs on selling their companies, celebrities and professional athletes on their most vital contractual relationships, and both political and military leaders facing national conflicts.
Distinct Value Through Distinct Approaches
Peter's international bestseller, Negotiating with Giants, established him as a pioneer in negotiations involving major power imbalances. He emphasizes defending yourself from the start, negotiating away from the negotiation table, drawing on unexpected helpers, and integrating all negotiations and operating decisions into one strategy to maximize value. Clients measure Peter's value in healthier working relationships, higher productivity, and increased earnings.