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.