Goblins Method – Worksheet – Detailed

GOBLINS Worksheet  Detailed version

5801896_sGoal setting

Long term goal

What is your definition of “long term”?

What is your long term goal?

Medium term goals

What is “medium term?

What are your medium term goals?

Short term goals

What is “short term”?

What are your medium term goals?

Who are the Stakeholders who can say:



Maybe (depending on what?)




SMARTen your goals by making them:






  • Objectives

What are your specific objectives from this particular negotiation?

Variables / deal-points


Are they knock-outs (if you can’t get this particular variable, you are finished) or compensatory (you are willing to give up something if you get more of something else).

What constraints affect your negotiating position?

What resources do you have your disposal?

What kind of relationship do you want with this counterparty after the negotiation

How did you come to negotiate with this counterparty?

Existing partner, customer, supplier, colleague, etc

Arranged by my organization

Arranged by his organization

I initiated

They initiated


How long is this deal going to last?

How long is this negotiation going to last?

What are your key deadlines, milestones, and timetables?

  • Best Alternative

What is your Plan B in case this deal doesn’t go through… even if you and your counterparty both want to?

Short Term Observations (what do you identify as your best alternative to this negotiation?  How much do you need this deal — and this counterparty?)

Medium term alternatives  (in the medium term, your best option may be to find new options for counterparties, deals, or markets)

Long term capabilities you can add to your organization to improve your negotiating position.

Power Balance

How much do you need this deal?

How much does he need this deal?

Who do you think needs this deal more?

You or your counterparty?

Your organization or his organization?


  • Like to Achieve

What is your ambitious (but not crazy) opening offer?

Which variables are most important to you?


How will you justify your L offer?

Value added


Intangible resources (IP, know-how, networks)

  • Intermediate Benchmark or standards

    Benchmarks I like:

Benchmarks I don’t like:

Ease of finding replacement: 1,2,3,4,5(hardest)

  • Need to achieve

    Need – Plan B relationship (how does B control N level)

Switching costs

  • Style

Which are you naturally?





Which stye will you present in the initial stages of the negotiation?  (Hint — this is a function of power and best alternatives.)

Which style will you end up with in order to promote your interests?

GOBLINS detailed negotiation planning worksheet – Annotated

Negotiation Planning Worksheet- BLANK

NEXT:  What would you do?  Pick your solution

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