Question
In the context of the book "Bargaining for Advantage: Negotiation Strategies for Reasonable People", a negotiation target is something one hopes to reach and may be arbitrary. It's a lackluster number without much emotional investment. On the other hand, a negotiation goal comes with the expectation that it will be achieved. It's something in which you have conviction and belief. The main difference lies in the attitude towards the target and the goal.
This question was asked on:
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.
Receive new free presentations every Monday to your inbox.
Full content, complete versions — No credit card required.
