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Companies in traditional sectors like manufacturing or retail can apply the negotiation strategies discussed in "Bargaining for Advantage" by setting clear goals and expectations. This is because studies indicate that once a goal is set, individuals believe that anything beyond the goal has been forfeited and is left on the table. Therefore, it's essential to focus on your goals and expectations, not your bottom line. This prevents companies from being trapped in inching toward their lowest number when they could be striving for their highest number.
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There are compelling psychological reasons to set goals and expectations. Studies indicate that once a goal is set, subjects believe that anything beyond the goal has been forfeited and is left on the table. Also, it's been shown that humans exhibit "striving mechanisms" and focus their actions and behaviors on something once it's been stated. For this reason, it's essential to focus on your goals and expectations, not your bottom line. You don't want to be trapped in inching toward your lowest number when you could be striving for your highest number.
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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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