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.
This is the first Flash Card summary, where you'll get a quick overview of the negotiation process and the G.O.B.L.I.N.S. system. After watching this introduction, you can take a deep dive through every lesson -- or if you feel that you have a handle on the system, move directly to the Toolkit and Quiz.
Negotiation isn't mysterious or complicated. We'll be breaking down the entire negotiating process into a serious of basic steps that every negotiator needs to master.
The G.O.B.L.I.N.S. guide is part of the Flash MBA system, which is designed for the over-scheduled and sleep-deprived manager. The philosophy here is simple: learn the principles as quickly as possible, and then use the toolkit provided to put your new knowledge into action right away.
Every negotiation requires 3 plans or sets of decisions. We start by building your STRATEGIC PLAN, then construct a TACTICAL ROADMAP to reach your goals - and finally to develop a STYLE GUIDE to manage your relationship with your counter-party.
Here we introduce the G.O.B.L.I.N.S. worksheet that will guide you through this course.
Can anything go wrong when you are planning your negotiation? As a matter of fact, yes. In this section, you'll learn what you have to be on the lookout for as you prepare for your upcoming negotiation.
Section A: What is Negotiation? The GOBLINS System.
Negotiation strategy is about setting ranges. You'll learn to set good goals and to analyze your bottom line.
Everyone THINKS they know their own goals -- but there is more to it then just wishing and hoping. Good goals are your definition of a business WIN. Set your own goals - they are internal, confidential, and independent of this negotiation.
Objectives are the part of your goal you want to get from your counter-party. The deal-points, or variables, you select determine what the negotiation is REALLY about.
The lower limit of your strategic range is defined by your best alternative. Bottom Line, Plan B, or Best Alternative to No Agreement -- they all mean the same thing: what happens if there is no agreement during your negotiation. This is the key analysis in your negotiating planning.
Developing your strategic plan is as simple as G O B -- Goals, Objectives, and Best Alternative.
What can go wrong when setting your strategy -- and what you need to look out for.
Test your knowledge of the STRATEGY section of the GOBLINS Guide to Negotiation.
The side that controls the AGENDA controls the negotiation. In this section, you'll learn to pick deal-points and set your agenda.
Choosing the right variables, or deal-points, is crucial for a successful outcome. We'll learn to set up our ASK, and score our variables to give us the maximum advantage.
Once you've selected your variables, the next step is to score them into what you'd Like to Achieve, your Intermediate Benchmark, and what you Need - or there is NO DEAL.
The LIN Matrix is the core of our tactical plan.
Sec C - -Agenda Setting. The LIN Matrix.
Tactics are how you engage with the other side. Every word you say, every move you make -- they are all moving you towards you final goal.
People aren't complicated. We are all motivated by one of two impulses -- HOPE for gain, or FEAR of loss.
Will you use POWER tactics -- or influence? In this section we learn to analyze the balance of power in the negotiation, and decide on which tactics will be most effective.
Counter-tactics are a vital part of the negotiating process -- but you have to RESPOND analytically and avoid REACTING emotionally.
There are 5 classes of tactics and then the counter-tactics. We'll talk about the function of all of them -- and introduce some of the more common (and effective) negotiating tactics.
Section D: Tactics.
Managing the relationship with your counter-party is one of the most important - and overlooked - aspects of negotiation. Your negotiating style is a DECISION, not destiny.
There are negotiating styles: Competitive, Collaborative, Accommodating, Avoiding, and Compromising. Don't let your personality or emotions dictate what kind of style you employ.
You either choose your style, or the decision will get made for you. In this section, we analyze the factors that help us make the right choice.
Every negotiator aims high and then makes concessions and compromises. In this section, we learn how to plan our concessions to maximize our advantage.
Section E -- Negotiating Styles