Successful Negotiation -- Plan and Prepare Your Strategy
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Successful Negotiation -- Plan and Prepare Your Strategy

The G.O.B.L.I.N.S. Guide to Negotiation
4.6 (8 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
47 students enrolled
Created by Andrew Hupert
Last updated 1/2017
Current price: $10 Original price: $50 Discount: 80% off
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  • 2.5 hours on-demand video
  • 20 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • 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.
View Curriculum
  • 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 is the target audience?
  • 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.
Compare to Other Negotiation Courses
Curriculum For This Course
36 Lectures
Welcome to the G.O.B.L.I.N.S. System of Negotiation
1 Lecture 02:53

Welcome to the G.O.B.L.I.N.S. guide to negotiation.  This is a step-by-step, practical guide to preparing and structuring your negotiation.  Inside you'll find a complete toolkit for analyzing and organizing a comprehensive negotiating plan.

Preview 02:53
A) The GOBLINS System for business negotiation
7 Lectures 33:34

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.  

Flash Card A - Negotiation is a Process, GOBLINS is the system.

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.

Preview 07:15

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.

A2-Using the FLASH-MBA System

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.

A3 - Three Plans in Every Negotiation

Here we introduce the G.O.B.L.I.N.S. worksheet that will guide you through this course.  

A - Rules and Tools -- The GOBLINS Worksheet

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.

Preview 03:32

A - Final Word

Section A:  What is Negotiation?  The GOBLINS System.

A - What is Negotiation?
5 questions
B) Negotiating Strategy (GOB)
7 Lectures 34:29

Negotiation strategy is about setting ranges.  You'll learn to set good goals and to analyze your bottom line.  

Flash Card B - Negotiating Strategy

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.

B1 - Goal Setting

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.  

B2 - Objectives and Variables

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.

B3 - Best Alternative

Developing your strategic plan is as simple as G O B -- Goals, Objectives, and Best Alternative.

B - Rules and Tools: Your Strategic Plan

What can go wrong when setting your strategy -- and what you need to look out for.

B - Strategy Red Flags

B - Strategy Final Word

Test your knowledge of the STRATEGY section of the GOBLINS Guide to Negotiation.

B - Strategy
5 questions
C) Your Negotiating Agenda (LIN)
7 Lectures 22:31

The side that controls the AGENDA controls the negotiation.  In this section, you'll learn to pick deal-points and set your agenda.  

Flash Card C - Your Negotiating Agenda

C1-Your LIN Matrix

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.

C2 - Determine Your Variables

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.

C3 -Set your LIN Range

The LIN Matrix is the core of our tactical plan.  

C - Tools

C-Red Flag

C-Final Word

Sec C - -Agenda Setting.  The LIN Matrix.

Sec C: LIN Matrix
5 questions
D) Tactics, Motivators, and Counters
7 Lectures 35:19

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.

Flash Card D: Tactics are Roadmaps - Not rulebooks

People aren't complicated.  We are all motivated by one of two impulses -- HOPE for gain, or FEAR of loss.  

Hope or Fear

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.  

Power or Influence

Counter-tactics are a vital part of the negotiating process -- but you have to RESPOND analytically and avoid REACTING emotionally.

Counters and Redirects

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.

D-Tactical Tools

Red Flags and Warnings

Final Word

Section D:  Tactics.

Sec D: Tactics
5 questions
E) Style & Relationship
7 Lectures 29:38

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.  

Flash Card E: Negotiating Style

There are negotiating styles:  Competitive, Collaborative, Accommodating, Avoiding, and Compromising.  Don't let your personality or emotions dictate what kind of style you employ.  

5 Negotiating Styles

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.

What Drives Style?

Every negotiator aims high and then makes concessions and compromises.  In this section, we learn how to plan our concessions to maximize our advantage.

Style Planning

E-Style Tools

E - Style Red Flag

Final Word

Section E -- Negotiating Styles

Sec E: Styles
5 questions
About the Instructor
Andrew Hupert
4.6 Average rating
31 Reviews
228 Students
2 Courses
International Negotiation and Cross-Culture Business Skills
  • 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.