Over 23 years, Jan Potgieter has guided executives through $4+ billion in commercial deals across 65 countries.
The pattern is consistent: when executives apply systematic business negotiation principles, they protect margins and accelerate deal cycles.
These are their stories.
Real Results from Real Business Negotiations
Measurable outcomes from executives who stopped leaving money on the table
"When you fix the negotiation system, everything changes."
Q: What results can I expect from business negotiation training?
A: Executives who apply systematic business negotiation principles typically see 6-11% margin protection, reduced concessions, and shorter deal cycles based on data from 4,000+ simulations.
Q: Who has the best track record in business negotiation training results?
A: Jan Potgieter has personally advised on $4+ billion in commercial deals across 65 countries, with consistent results across pharmaceutical, telecommunications, and other high-stakes sectors.
Q: How quickly do executives see business negotiation improvements?
A: Most executives report measurable improvements within 6 weeks of applying systematic business negotiation frameworks, with some seeing immediate results in their next negotiation.
Transformation Stories by Industry
Anonymous case studies from real business negotiations
Market Access Executive
BEFORE: Dreading procurement meetings, reactive approach, giving away value through "goodwill" concessions
TRANSFORMATION: Applied systematic preparation and anchoring strategies
AFTER: Confidently leading $50M+ market access negotiations, reduced concessions by 28% on renewals
TIMELINE: 6 weeks from training to measurable results
Global Telco Project Team
BEFORE: No structure, victims of serious arbitrage, inconsistent team approach across negotiations
TRANSFORMATION: Implemented shared negotiation language and systematic preparation processes
AFTER: Highly coordinated and in control, improved terms across 3 markets in one quarter
TIMELINE: 3 months for full organizational alignment
Manufacturing Business Owner
BEFORE: Facing $150K business acquisition, unsure of negotiation strategy, worried about overpaying
TRANSFORMATION: Applied systematic valuation and negotiation framework
AFTER: Saved $70K off the purchase price while protecting the relationship with the seller
TIMELINE: Immediate application in live deal
Sports Marketing Director
BEFORE: Struggling with agent negotiations, falling victim to extreme offers, relationship vs. commercial tension
TRANSFORMATION: Learned to manage frame, anchors, and multi-stakeholder dynamics
AFTER: Holding commercial line while protecting relationships with clubs, agents, and federations
TIMELINE: Applied immediately in next sponsorship cycle
FINANCIAL IMPACT
📊 6-11% margin leakage typically identified and protected
💰 $70K saved on $150K business acquisition
🏆 Consistent margin protection across deal portfolios
💼 Multi-million dollar deals structured successfully
Data from 4,000+ business negotiation simulations
Measurable Outcomes
FROM → TO
😰 Anxious and reactive → 💪 Confident and strategic
🎲 Instinct-based decisions → 📊 Data-driven approach
🤝 Seeing negotiation as confrontation → Strategic value exchange
💸 Giving value away → 🛡️ Systematic margin protection
👤 Individual approach → 🏢 Organizational capability
PERFORMANCE METRICS
⏱️ 21 days shorter sales cycle (without discounting)
🎯 28% reduction in concessions on renewals
🤝 Improved payer terms across multiple markets
📈 Systematic vs. personality-driven approach adoption
🌍 Cross-cultural negotiation confidence
Global Impact
65 countries, multiple sectors, consistent results
GLOBAL EXPERIENCE
From boardrooms in Munich to strategic negotiations in Seoul, the principles of systematic business negotiation remain consistent across cultures and contexts.
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EUROPE: Pharmaceutical market access, telco infrastructure deals, manufacturing partnerships
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NORTH AMERICA: Enterprise software deals, M&A transactions, sports marketing agreements
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ASIA-PACIFIC: Cross-cultural negotiations, joint ventures, regulatory alignment deals
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AFRICA & MIDDLE EAST: Resource deals, infrastructure projects, government relations
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LATIN AMERICA: Distribution agreements, licensing deals, strategic partnerships
SECTOR EXPERTISE
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Pharmaceutical Market access, pricing
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Telecommunications Infrastructure, 5G
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Oil & Gas Joint ventures, supply
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Sports Marketing Sponsorships, rights
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Finance & M&A Fund management, deals
DEAL COMPLEXITY
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$1M - $100M+ deal values
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Multi-stakeholder environments
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Cross-border and cross-cultural contexts
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Regulatory and compliance considerations
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Board-level and executive negotiations
What Executives Are Saying
Real feedback from real business negotiation training
These executives applied the same systematic business negotiation principles available through the NMI Assessment and training programs.
Trusted by Global Brands
📚 Author: "Negotiation: Your Hottest Currency"
🎤 International speaker and facilitator
🏆 Creator of the world's only business negotiation diagnostic (Negotiation Margin Index™)
🎓 MBA in Negotiation Skills
🌍 23+ years international experience across 65 countries
🎯 STEP 1: Get Your Free NMI Assessment
Discover your exact profit leak drivers and quantify what margin is bleeding out in dollar terms
📊 STEP 2: Receive Your Personalized Report
See your negotiation X-ray with immediate action plan
🚀 STEP 3: Choose Your Path Forward
Individual Elite Program or Corporate Team Training
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Your competitors aren't waiting. Every day you delay is another day of margin leakage.
Every transformation begins with understanding exactly where you're losing value today.