Participants will master the planning and preparation process of business negotiation. This includes building a negotiating strategy, a a tactical plan and a relationship guide.
General business knowledge is required, but there is no specific prerequisite or requirement.
Business negotiation is a vital skill that every professional needs to master. The first step is preparing a negotiating plan so: you know what you want, know how to get the most you can, and you know how (and when ) to walk away when you can’t.
The GOBLINS Guide to Negotiation is a step-by-step framework for professional negotiators. You’ll start by setting goals and your bottom line – that’s your strategic plan. Next we figure out exactly what you’re going to ask for – and which tactics you are going to use to get them. You’ll finish up by deciding what kind of relationship you want with the person across the table – a long-term strategic partnership, a one-off transaction, or something in between.
The GOBLINS Guide to Negotiation is a comprehensive plan that puts you in control of the deal you end up with. Some negotiation books only teach you to use highly aggressive tactics to manipulate your opponent. Sure, we do that too – if that’s the way you want to go. The difference is that we help you determine which negotiating style is best for you, and then build an authentic strategy and tactical roadmap. This is a PRACTICAL course, with tools and templates that you can start putting into action immediately.
Who this course is for:
This is an ideal course for professionals who are engaged in business negotiation. It's designed for managers, entrepreneurs, and freelancers -- especially those involved in services.
6 sections • 36 lectures • 2h 37m total length
Flash Card A - Negotiation is a Process, GOBLINS is the system.
A2-Using the FLASH-MBA System
A3 - Three Plans in Every Negotiation
A - Rules and Tools -- The GOBLINS Worksheet
A - Final Word
A - What is Negotiation?
Flash Card B - Negotiating Strategy
B1 - Goal Setting
B2 - Objectives and Variables
B3 - Best Alternative
B - Rules and Tools: Your Strategic Plan
B - Strategy Red Flags
B - Strategy Final Word
B - Strategy
Flash Card C - Your Negotiating Agenda
C1-Your LIN Matrix
C2 - Determine Your Variables
C3 -Set your LIN Range
C - Tools
Sec C: LIN Matrix
Flash Card D: Tactics are Roadmaps - Not rulebooks
International Negotiation and Cross-Culture Business Skills
4.4 Instructor Rating
Andrew Hupert is Managing Director of ChinaSolved, a professional training organization dedicated to helping Westerners become more successful and effective when doing business in China - or with Chinese counter-parties at home.
Andrew spent over 10 years living in mainland China, and 3 years splitting his time between Taiwan and HK. He taught business at the Shanghai branches of New York University and the University of Strathclyde.
Andrew is the author of Guanxi for the Busy American and The Fragile Bridge - Managing Conflict in Chinese Negotiation. He has also published articles in business journals such as Shanghai Business Review, the China Economic Review, and Business Forum - China.