After the first edition of Brilliant Negotiations was published I got only one major suggestion for improvement. I received this suggestion many times, and it can be summed up by the question “I have read your book and understand what I am meant to do, but how do I get from my current skill level to become a brilliant negotiator?” I realised that this was a very good question, which I had not properly answered. This chapter answers this question.

To start I will summarise what are the essential qualities of a brilliant negotiator.

What makes you a brilliant negotiator?

Be tough – but not irritating or aggressive

A tough negotiator is someone ...

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