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Peter Johnston

Peter Johnston

NAI’s Managing Director is Peter D. Johnston. He is the author of Negotiating with Giants (released in 2008) and a leading thinker and practitioner in the realm of negotiation.

His unique knowledge and abilities have been formally recognized by the US Government for their positive economic and social impact. Peter’s seminal ideas lie at the heart of NAI’s unique approaches and outstanding results. He has advised CEOs on critical transactions, guided senior government officials in the face of national conflicts, and helped entire industries initiate and manage change.

He has worked with clients around the globe including many of the world’s largest corporations, such as HSBC, IBM, Microsoft, Intel, Oracle, Suez and Johnson & Johnson.

Peter quietly advises clients of all sizes on significant negotiations and conflicts; goes to the table as needed on their behalf; enhances the effectiveness of their organizations in negotiating both internally and externally; mediates disputes; and teaches tailored negotiation seminars. His ideas emphasize efforts away from the negotiation table that better position negotiators once they’re at the table.

He has developed the discipline of integrated negotiation, an approach that builds value by seamlessly weaving together core operating activities with negotiation activities.

Recent examples of Peter's client 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; supporting the Founder and Chairman of a high-profile fashion group in negotiating the sale of his company; advising a group of municipal leaders on a sustainable regional development and governance plan; speaking at a global M&A conference about the advantages of being a smaller competitor; training the board of a large union in best negotiation practices and then counselling its executive team on critical issues; mediating a rights dispute between a national government and its aboriginal people.

As NAI executes its assignments, Peter often draws on senior advisors, including legal counsel, who have achieved excellence in their specialized fields. One of the first senior advisors to join NAI’s team was Howard Raiffa. Howard is a Professor Emeritus at the Harvard Business School, and author of the award-winning book The Art and Science of Negotiation. Though less active today, he is widely considered to be one of the pioneers in the negotiation field.

The early foundations for Peter’s distinct approaches to influence were formed by working closely with Professor Raiffa, founders of the Harvard Negotiation Project, the Program on Negotiation and the Harvard Negotiation Roundtable. Peter is a Harvard MBA, trained journalist and former corporate and investment banker. He is Canadian and divides his time between Canada and the US, as well as the East and West Coasts. Dynamic and entertaining, he often lectures at universities and speaks at conferences.

Peter has been featured in media around the world, talking about his work and commenting on newsworthy negotiations, volatile conflicts and successful influence strategies related to politics, economics and personal relationships.

Dozens of news groups have interviewed or quoted him, including:

  • CNN
  • PBS
  • ABC's “America This Morning”
  • FOX Business News
  • Oprah & Friends
  • US News & World Report
  • Business Week
  • Wired Magazine
  • The Globe and Mail
  • The National Post
  • The Wall Street Journal


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