Brilliant Negotiations
What Brilliant Negotiators Know, Do & Say

By Nic Peeling
February 2008
Financial Times - Prentice Hall
Distributed By Trans-Atlantic Publications
ISBN: 9780273712350
136 Pages, Illustrated, 5 1/4 x 8 1/2"
$33.50 paper original

Negotiating – some of us are naturals, most of us are not. But the benefits of being a brilliant negotiator are immense, in and out of work.

Imagine being able to skilfully and creatively negotiate in any situation – knowing exactly what line of questioning and responses to take, and, most importantly, getting what you want plus a little more.

Brilliant Negotiatons shows you how. It simply walks you through the key strategies and phases of negotiation, provides many examples of right and wrong approaches, and is packed full of insider tips to ensure you get what you want with minimum stress.



Chapter 1 – The Basic Structure of Negotiations

  1. The sticker price – “I will not negotiate, that was my one and only offer”.
  2. The sticker price, plus a bit – One side opens with an offer close to their bottom line, but allows minor haggling on price and / or other aspects of the deal.
  3. Haggling – As in a market bazaar or dealing with a double glazing salesman, where it is a mock battle focused on price.
  4. Bargaining – Compared to haggling, bargaining uses more rational approaches such as ones based on established market precedents, actual damages incurred, and the like.

·        Chapter 1 will also outline the four phases of a negotiation.

·        Preparation – If I had to single out just one area where an inexperienced negotiator can get the most additional leverage it is in the preparation prior to a negotiation.

·        The sharing – The two sides start to build a relationship and better understand each others needs, deal breaking issues, and the like.

·        The bargaining / haggling phase – From opening offer, to counter offers, hopefully converging towards a deal that both sides are willing to accept.

·        Closure and commitment – Doing the deal and ensuring that the deal will stick.

Chapter 2 – Preparation

There are many issues that can be researched and considered before bargaining starts.

Chapter 3 – The sharing

The early phases of a negotiation, especially large set piece negotiations, need to start with the building of a relationship between the parties, and the sharing of information about needs and concerns.

Chapter 4 – Haggling

A relatively short chapter, but one which I will use to illustrate the very difficult issue of price negotiations.

Chapter 5 – Bargaining

This chapter will contain many examples of negotiating tactics. It is likely to be the longest chapter in the book.

Chapter 6 – Closure and Commitment

The difference between closure and commitment will be discussed along with the techniques for ensuring commitment.

Chapter 7 – Ethics and the Law

Chapter 8 – Knowing it, Doing it, Saying it

This chapter includes worked examples of how to handle more complicated and problematic situations that don’t fit into the rest of the book.

This chapter also addresses common negotiating scenarios such as purchasing a product or service, negotiating a pay rise, or buying / selling a company.

Chapter 9 – Conclusions


Dr Nic Peeling is a research scientist at DERA - The Defence, Evaluation and Research agency.

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