At NAI, we aim to provide our clients with the world's most thorough, rigorous and memorable negotiation training, whether you're looking for introductory or advanced skills and strategies. Our negotiation seminars and negotiation workshops—one to five days in length—are entertaining, highly interactive and driven by wide-ranging cases which you as participants negotiate together and then debrief, taking away strategic and tactical lessons. Brief presentations during any of our negotiation courses highlight key lessons as we explore the practices and mindsets of history’s best negotiators and apply them to your work, based on breakthrough research by the founder of our firm, Peter Johnston.
Peter Johnston is an internationally recognized negotiation expert, as well as a bestselling author, Harvard MBA and former corporate and investment banker. The negotiation training that he personally conducts is driven by the results that he and NAI have achieved for corporate, government and small business clients across hundreds of negotiations—results which have been formally recognized by the government of the United States for their economic, political and social impact. As a negotiator and negotiation advisor, Peter always shares real-life stories in our negotiation classes as he leads discussions and transfers world-class negotiation skills and mindsets to our participants.
Tailored To Your Needs
Specific topics, cases and presentations to be covered as part of our negotiation skills training are driven by confidential questionnaires filled out in advance by all participants. There are dozens of potential negotiation and conflict issues that we can delve into depending on your profile and needs, including:
- Conducting cross-cultural negotiations
- Handling gender differences in negotiation
- Negotiating with hard-bargainers
- Using the media effectively in negotiations, including electronic media
- Negotiating with different personality types
- Navigating difficult internal negotiations
- Understanding the psychology of influence in negotiations
- Negotiating conflicts in both professional and personal relationships
- Getting the most from your procurement or purchasing team
- Excelling in all your negotiations as a small business or entrepreneur
- Negotiating with towering corporations, governments or individuals
- Dealing with extreme circumstances, such as hostage-takings
In our premium negotiation seminars, a number of the cases we study are developed expressly for the unique negotiation challenges that you as a client encounter in a given industry or organization. Other cases will find you far from your own world: you might be a soccer player’s agent, an oil baron, a hostage or a film executive. No matter what role you play, the negotiation lessons are always linked back to your actual challenges. Based on our work and research launched through both the Harvard Law School and the Harvard Business School, we find people tend to absorb new concepts and ideas better when they first learn them in an entirely different context than the one they’re accustomed to.
As part of our premium packages, in addition to extensive interviews, more detailed questionnaires upfront and newly created case materials, there can be video-taping of participants negotiating which are then reviewed in small groups or with the group as a whole. There may also be pre-packaged negotiation videos to watch and discuss, sometimes as part of a special evening session. Finally, time is set aside in each negotiation class to work in teams on specific challenges you face professionally, applying our methodology so you can attack these challenges immediately upon your return to the office.
What Makes Us Different
Expert Teaching. All of our seminars and workshops are led by one of the world's leading negotiators and negotiation advisors, Peter Johnston. Peter conducts a limited number of seminars and workshops every year.
Highly Tailored. Our classes are carefully designed to meet your every need with respect to content, timing, length and location. We do not offer standard off-the-shelf courses that may or may not meet your particular needs as an individual or organization. No single seminar of ours is the same as any other. Peter is involved directly in the design and execution of every program.
Strategic and Memorable. You'll learn, practice and absorb a defined number of memorable strategies, proven mindsets and mental models that will allow you to excel in any environment. We do not believe in trying to overload our participants with hundreds of superficial tactics that are impossible to remember six months later.
Fresh Takeaways. We will share with you the results of our latest research and practice based on our ongoing work in the negotiation field and our new publications. We will ensure that you know how to negotiate AT the table—as well as AWAY from the table, a critical source of advantage that is frequently overlooked but where 80% or 90% of your ultimate value is usually created.
We're in Your World. If by chance we don't already have experience with your business or industry, we'll quickly get up to speed before our session and apply all of our teachings to the realities of your world—so you'll know exactly what to do when you go back to work following our time together.
What People Are Saying About Us
"Very valuable..." CNN News
"One of the world's leading negotiation experts changes how we should be thinking about our most challenging negotiations and conflicts." Jules B. Bloch, LLB, Professional Mediator and Arbitrator
"Johnston gives surprising answers...presenting unique strategies and concrete steps..." Harvard Business School, Bulletin Magazine
Please feel free to contact us to learn more, or to check our availability for a negotiation course that has proven life-changing for many of our past participants. We look forward to hearing from you!