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The theories presented in "Bargaining for Advantage" challenge existing paradigms in the field of negotiation by emphasizing the importance of setting goals and expectations, rather than simply aiming for arbitrary targets. The book suggests that successful negotiation is not just about reaching a certain number, but about having a strong conviction and belief in the outcome. This approach challenges the traditional view of negotiation as a purely rational process, introducing the role of emotions and attitudes in influencing negotiation outcomes.
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It is not enough to set a negotiation target, you must set a goal and make that goal an expectation. What is the difference? The main difference is in one's "attitude." A target may be arbitrary and is simply something one hopes to reach. On the other hand, a goal should come with the "expectation" that it will be achieved. Rather than just a lackluster number, an expectation is emotion-laden, something in which you have conviction and belief.
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Ever wonder what makes a great negotiator? Read this book summary to learn about the latest social science and psychology research on negotiation. Get...
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