10. Tactics and Strategy

Congratulations.  In Part 1 of the GOBLINS guide to negotiation,  you learned to develop a negotiating plan based on your interests, goals, and bottom line alternatives, or BATNA.

In this course you developed an organized tactical plan.  You know how to

  • set your opening position
  • assess the power balance
  • decide on what kind of strategic relationship is in your best interests
  • influence your counterparty with hope for gain and fear of loss
  • make concessions and trade variables

Go through the entire process again — from you counterparty’s viewpoint.


Negotiating Tactical Plan Worksheet (online) 

Download Planning Worksheet PDF

Tactics Database

Step 1 – Negotiating Tactically

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