Brilliant Negotiations

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

Chapter 1 The Basic Structure of Negotiations * The sticker price I will not negotiate, that was my one and only offer . * 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. * Haggling As in a market bazaar or dealing with a double glazing salesman, where it is a mock battle focused on price. * 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