NAI’s Managing Director is Peter D. Johnston. He is an international negotiation expert, a leading negotiation consultant, thinker and practitioner, and bestselling author. His award-winning book, Negotiating with Giants, relays lessons from our firm’s advisory work, research and some of history’s most difficult negotiations, ranging from trade deals and hostage-takings to Magna Carta. His negotiation results have been formally recognized by the United States Government for their positive economic and social impact, domestically and abroad.
Peter’s seminal ideas lie at the heart of NAI’s unique approaches and outstanding results for our clients. 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. As a negotiation expert and negotiation consultant, 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, conflicts and decisions; goes to the negotiation table as needed on their behalf; enhances the effectiveness of their organizations in negotiating both internally and externally and making effective decisions; 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.
Through his global advisory work as a negotiation consultant, Peter has identified, developed and refined the discipline of integrated negotiation, a strategic approach to influence that maximizes value in any single negotiation through the astute linking and sequencing of other negotiations and decisions related to one’s operating activities. As a result, he is constantly reviewing our client’s core operations and the entire scope of their negotiations to ensure full value is being generated and captured.
A Leading Negotiation Expert
Through his role as a negotiation expert, Peter is also a pioneer in asymmetric negotiation. Just as in asymmetric warfare, our firm’s research has shown that smaller players can prevail in getting what they want from much larger players by applying distinct approaches, strategies and tactics that increase their odds of success.
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; acting as a negotiation consultant to advise a group of municipal leaders on a sustainable regional development and governance plan; speaking at a global M&A conference as a negotiation expert about the advantages of being a smaller competitor; training the board of a large union in best negotiation practices and then counseling 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 and industry experts, who have achieved excellence in their specialized fields. One of the first senior advisors to join NAI’s team was negotiation expert and decision-making expert Howard Raiffa. Howard was a Professor Emeritus at the Harvard Business School, and author of the award-winning book The Art and Science of Negotiation. Widely considered to be one of the early pioneers in the negotiation field, Howard was one of Peter’s mentors as a negotiation consultant, as was Harvard Law School Professor Roger Fisher (Getting to Yes), who called Peter “a leading light in his field.”
A Negotiation Consultant, Speaker & Media Resource
The early foundations for Peter’s distinct approaches to influence were formed by working closely founders of the Harvard Negotiation Project, the Program on Negotiation and the Harvard Negotiation Roundtable. Peter is a Harvard MBA, and was a trained journalist and then corporate and investment banker before becoming a negotiation consultant. 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 as a negotiation expert, 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:
- 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
“Peter, I know I have told you many times how very grateful I am for not only your professional advice but for the resulting friendship. You have – and continue to enrich my life. Thank you.” A Former Senior National Political Official, United States