Brilliant negotiations : what brilliant negotiators know, do and say

153 Pages·2008·1.724 MB·English

by  Nic Peeling

Nic Peeling
What does it take
to be able to
skilfully negotiate
in any situation?

Negotiations
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.
Brilliant Negotiations 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.
BRILLIANT OUTCOMES
• Get the most out of every negotiation situation
• Get what you want and even a little more!
• Learn to be a tough and respected negotiator
‘Bigrewardscanbegainedfromskilfulnegotiationandthis
book,withitsinsightandhighlypracticalapproach,gives
youeverythingyouneedtogoafterthem.’
Sir John Chisholm, Chairman, QinetiQ
£9.99
BUSINESS
Visit us on the web
www.pearson-books.com
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brilliant
negotiations
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brilliant
negotiations
What brilliant negotiators know, do and say
Nic Peeling
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PEARSON EDUCATION LIMITED
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Harlow CM20 2JE
Tel:(cid:2)44 (0)1279 623623
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Website:www.pearsoned.co.uk
First published in Great Britain in 2008
© Nic Peeling 2008
The right of Nic Peeling to be identified as author of this work has been
asserted by him in accordance with the Copyright,Designs and Patents Act
1988.
ISBN:978-0-273-71235-0
British Library Cataloguing-in-Publication Data
A catalogue record for this book is available from the British Library
Library of Congress Cataloging-in-Publication Data
Peeling,Nic.
Brilliantnegotiations:whatbrilliantnegotiatorsknow,do,andsay/NicPeeling.
p.cm.
Includes bibliographical references and index.
ISBN978-0-273-71235-0(pbk.:alk.paper)1. Negotiationinbusiness.I. Title.
HD58.6.P43 2008
658.4'052--dc22
2007037867
All rights reserved.No part of this publication may be reproduced,stored in a
retrieval system,or transmitted in any form or by any means,electronic,
mechanical,photocopying,recording or otherwise,without either the prior
written permission of the publisher or a licence permitting restricted copying
in the United Kingdom issued by the Copyright Licensing Agency Ltd,Saffron
House,6–10 Kirby Street,London EC1N 8TS.This book may not be lent,
resold,hired out or otherwise disposed of by way of trade in any form of
binding or cover other than that in which it is published,without the prior
consent of the Publishers.
10 9 8 7 6 5 4 3 2 1
11 10 09 08 07
Designed by Sue Lamble
Cartoon illustrations by Bill Piggins
Typeset in 10/14pt Plantin by 3
Printed and bound in Great Britain by Henry Ling Ltd.,Dorchester
The publisher’s policy is to use paper manufactured from sustainable forests.
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About the author
Nic Peeling has more than ten years’experience as a front-line
manager working for QinetiQ – a leading international defence
and security technology company. Formerly an award-winning
software researcher, he has a doctorate from the Computing
Laboratory at Oxford University.
Nic remembers vividly all the mistakes he made in the process
of becoming an experienced negotiator – experiences that have
driven his interest in discovering and distilling what brilliant
negotiators know,do and say.
Visit www.nicpeeling.com
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To Arthur Williams
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Contents
Acknowledgements xi
Introduction xiii
1 The basics of negotiations 1
2 Preparation 11
3 The Sharing 31
4 Haggling 47
5 Bargaining 67
6 Closure and commitment 93
7 Negotiations masterclass 103
8 Knowing it, doing it, saying it 119
Final words 135