Peter Nixon

Peter Nixon works with independent consultants drawn from The Potential Network. Details of the consultants with whom Peter works most often are provided in the database on this website.

Professional Background

Peter Nixon, CA, FCPA, MSc. specialises in helping organisations (and individuals) fulfil their potential by ensuring the right people talk about the right issues in the right way and at the right time and place. Peter specialises in the facilitation, negotiation and implementation of change through dialogue. His international success arises from his belief that "The Solution is in the Dialogue" and his rare combination of financial skills (honed as an auditor for many years with one of the worlds' largest accounting firms) and communication skills (honed as a trainer and consultant with people from over 55 countries). Peter's dialogue solutions fall into three main areas: 1) get focused (facilitation), 2) get it right (negotiation) and 3) get it done (implementation). In addition to his dialogue work Peter also provides sales and consultant training to professional firms and private banks. He is founder of The Potential Network (launch planned for Q1, 2006) aiming to provide sourcing and contracting services to companies wishing to hire objectively rated independent consultants.

1. Focus

Peter Nixon facilitates strategy sessions and meetings for organisations that realise it is better to have an outsider run the process so they can focus on the content. Peter's meetings are effective, efficient and fun. They combine laughter with teambuilding, assessment, research, creative thinking and serious dialogue. As most organisations have no single person responsible to lead the cross-divisional initiatives that normally result from these sessions, Peter also trains embedded consultants to assist with long-term implementation. In some organisations Peter is the facilitator while in others he provides the coaching, consulting and training needed by the leaders to carry out their own dialogues. Peter has gathered a wide list of accreditations for his work and recognitions including a M.Sc. from Leicester University (1994), an award from the Hong Kong Management Association and extended board memberships from various public sector bodies.

2. Get it Right

As creator of the Star Negotiator Workshop and author of the latest book on negotiation by Wiley, (publishing September 2005) Peter's work in this area has taken him around the world and into an endless variety of situations and dialogues. Star Negotiator workshops are always specifically tailored to client situations which number close to 500 negotiations including internal, project management, sales, procurement, banking, claims, M&A, restructuring, distribution, hostage, government, bi-lateral and multi-lateral negotiations. Peter Nixon is one of the leading negotiation consultants in Asia and follows his clients to the UK, North and South America, the Middle East and Africa. Peter is a lifelong student of negotiation and is preparing doctoral research for eventual academic recognition. His accreditations in negotiation include: articling as a Chartered Accountant in Canada, panel member of The Hong Kong Mediation Council, graduate of the trainer's section of The Program on Negotiation at Harvard University, advanced executive programmes in negotiation and change management at INSEAD, reading at the Fielding Graduate Institute of Human and Organisation Development, and several years of close cooperation with the founders of ENS, an international group of negotiation practitioners. Peter's Star Negotiator Workshop is the standard for several corporate learning & development programmes. His work extends to contract negotiation and the diagnosis of organisational resistance to change.

3. Get it Done

In the 21st century of downsized, matrixed, outsourced, globally distributed executives operating with shorter timelines and more interruptions than ever, successful implementation means dialogue. To assist implementation Peter provides project partnering services (to maximise synergy and minimise aggravation), mediation services (if things have gone too far wrong but the relationship is still important), and facilitation and training for project teams so they can achieve their programmes and targets.

Business Development & Sales

Due to Peter's success operating a boutique consultancy and selling solutions to major corporations around the world, several of his clients now retain his services to teach their professionals how to generate business and consult effectively. This process is particularly useful for people (like Peter Nixon) who must learn to sell if they are to succeed in delivering their professional services.

New Business Venture

Building on twenty years as an international consultant, Peter is presently working with an international start-up team to launch The Potential Network, an independent consultant-sourcing agency providing client organisations with consultant sourcing, rating and contract support. The Potential Network is dedicated to making independent consulting a sustainable career alternative for subject experts around the world. Through Potential Network hubs in major markets around the world, the company aims to make it easier for hiring organisations to find the consultants they need rather than the ones they are given.

Personal Background

Raised in the French Canadian city of Montreal, Peter Nixon obtained his BBA from Bishop's University (1983), then qualified, and worked as a Chartered Accountant (CA/GDPA-McGill 1987) with PwC legacy firm Coopers & Lybrand (PwC) in Montreal, Geneva and Hong Kong. In the early 1990's Peter took on responsibility for the firm's organisation development and training in Hong Kong where he worked closely with UK consultants Behavioural Science Systems (BSS) and others to implement significant changes in the firm. In 1995 Peter left PwC to open the Asian headquarters for BSS and set up Potential. Three years later BSS services were absorbed into Potential and the company was first renamed Holden Corporation Asia Limited in an aborted plan to introduce Power Base Selling to Asia. This company was renamed in 2005 to The Potential Network.

Academic Research

Peter's doctoral research aims to prove that enhanced negotiated outcomes come about by matching one's dialect (tactics, words, statements, questions and body language) to the productive orientation of the other party. Peter's work builds on the research of Erich Fromm (Man for Himself, The Sane Society etc.) and Elias Porter (Relationship Awareness Theory).

Family and Affiliations

Peter Nixon has appeared on CNBC and at a variety of international conferences speaking on various aspects of change management and negotiation. Peter is a fellow of the Hong Kong Institute of Certified Public Accountants and a member of the: Canadian Institute of Chartered Accountants, Ordre des Comptables Agrees du Quebec, Institute of Directors, and the Canadian Chamber of Commerce. Peter is married to Marie, a kindergarten teacher and has three children (Ni Si, Long Tim and Jean-Pierre) with whom he spends considerable time. Peter lives in Hong Kong during the school term and in Montreal during July and August. When Peter is not busy with work or family he is reading in a plane or coffee shop or exercising in a gym or the great outdoors.

Sample Client List

Sample facilitation clients include:

Perkins Coie, Morgan Stanley, CLP, Merrill Lynch, Asian Development Bank, Ansbacher, Nortel, HoK, British Chamber of Commerce, KPMG, Citibank, Hong Kong Tourism Board, Caterpillar, Johnson Electric, Disney, Grant Thornton, Morgan Stanley, Ernst & Young, South China Morning Post, Hong Kong Convention Exhibition Centre, Exxon Mobil.

Sample negotiation clients include:

Standard Chartered Bank, ABB, Asian Development Bank, Arup, Ansbacher, Ernst & Young, Exxon Mobil, Law Society, Swire, British Chamber of Commerce, Young Executives Organisation, Australian Tourist Commission, Hong Kong Police, Edelman, Johnson Electric, ABN-AMRO, Hong Kong Mortgage Corporation, Disney, Reuters, Hong Kong Jockey Club, QAD, Colgate-Palmolive, HK Trade Development Council, KCRC, Shell, Owens Corning, Phillips, Asia Pacific Breweries, Heineken, PwC, LVMH, Novartis, Spinne's, Inchcape, JPMorganChase, KPMG.

Sample implementation & business development clients include:

Ansbacher, Hong Kong Convention & Exhibition Centre, KPMG, GfK, FPDSavills, NCR, de la Rue, HP, PwC, Disney, Grant Thornton, Morgan Stanley, Ernst & Young, South China Morning Post, Hong Kong Convention Exhibition Centre, CLP, Exxon Mobil.