Introducing the GOBLINS system
Do you love the thrill of negotiating — but sometimes feel you need some basic structures and rules to help keep you on track?
Or do you dread the idea — and see all your counterparties as scary predators who will take advantage of your position?
While there are plenty of books and courses that help CEOs manage a team of Harvard lawyers, you may need a guide for professional negotiators who have to buy, sell, and manage for a living. The GOBLINS guide to negotiation will show you how to prepare and execute your own negotiation without stress, confusion or conflict.
This is Part 1 – GOBLINS Guide to Negotiation: Preparation and Analysis. It brings you from “I think I know what I want” through the analysis & planning process up to “Hello Mr. Counterparty — here’s what you’re going to do for me today,” or the “opening phase” of the negotiation.
Part 2 is about TACTICS and deals with the nuts and bolts of negotiating at the table. Basic analysis like “how to make concessions without giving up” and “what can I do to strengthen my position”. This is also where we look at tactics and counter-tactics.
Part 3 is about STRATEGY Negotiators create value or claim value. Neither is wrong — but each has to be done correctly, and for the right reason.
Negotiation doesn’t have
to be a scary experience.
GOBLINS is a method for preparing a negotiation that I have distilled from more than 20 years experience training, consulting, and teaching MBA programs. Preparing a negotiation is difficult but it doesn’t have to be complicated or confusing. This GOBLINS guide is an effective system for individuals and teams to prepare a comprehensive negotiating plan. -Andrew Hupert