.jpg/:/rs=w:1209,h:806)
Who's Your Giant?
The Book, Expertise, and Services
You Need to Get What You Want
From Towering Companies, Governments & People
About THE BOOK
Overview
How do you negotiate with Wal-Mart? With America's President over going to war? An improved education for your kids? A cleaner environment? An ethical issue with an intimidating boss? A Super Bowl victory for a team of losers? A capital infusion for a start-up venture? The return of stolen treasure, lost rights or a canceled credit car? Your survival if you're taken hostage by an armed killer?
In this pioneering classic, negotiation expert Peter D. Johnston surprises us with answers to these far-flung questions, laying out unique strategies and concrete steps we can all use to handle the growing number of giants in our personal and professional lives. As readers, we travel across time through real-life stories, uncovering the secrets of successful smaller players.
12 Things This Book Will Teach You
1) HOW to adopt the winning mindset for negotiating with giants.
2) HOW to choose the best conditions for influencing your giant.
3) HOW to attract your giant and penetrate giant organizations.
4) HOW to use seven different helpers to get what you want.
5) HOW to keep your ideas safe and protect yourself from giants.
6) HOW to exploit the mainstream media or your own media.
7) HOW to structure giant deals to create as much value as possible.
8) HOW to get your giant to live up to their commitments.
9) HOW to talk to your giant eye-to-eye in difficult circumstances.
10) HOW to take advantage of their strengths and your weaknesses.
11) HOW to craft credible back-up plans and winning coalitions.
12) HOW to change the game to raise your odds of success.
Help Yourself Today
As one of the world's bestselling negotiation books, with ground-breaking insights and help for smaller players, this entertaining, award-winning guidebook is now available in print, e-book, and audio (read by the author). Perfect for businesses, entrepreneurs, battered sales teams, government officials, and anyone trying to create meaningful change or protect what they value most as individuals or citizens.
NegotiaTING WITH GIANTS: THe Author
Peter D. Johnston
Peter is an international negotiator, advisor, and mediator whose groundbreaking results have been formally recognized for their positive economic and social impact. He is the Managing Director of NAI Limited.
Peter's a pioneer in helping underdogs negotiate with giants who tower over them in size and clout. His folksy, concrete advice to smaller players, including entrepreneurs, athletes, struggling organizations, embattled political leaders and individuals seeking change, is driven by his experience with clients and his research into the best practices of successful smaller players across hundreds of years.
The early foundations for his approaches to influence were formed by working with founders of the Harvard Negotiation Project, the Program on Negotiation and the Harvard Negotiation Roundtable. He is a Harvard MBA, trained journalist and former corporate and investment banker.
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.
Peter's Clients & Media Coverage
Clients
Clients
Clients
Most of the client organizations Peter has worked with cannot be named because of the sensitive and confidential nature of his engagements. Above is just a sampling of those governments, corporations, unions, entrepreneurs, and NGOs that Peter has advised, trained, or addressed.
Media
Clients
Clients
Peter has been interviewed by, quoted, or had op-ed pieces published by dozens of news groups, talking about his work and commenting on newsworthy negotiations, volatile conflicts and successful influence strategies related to politics, economics and personal relationships.
Reviews
"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, Mediator & MLB Arbitrator