Negotiation Goals

Jeswald W. Salacuse

Chapter 5 in Negotiating Life, 2013, pp 45-52 from Palgrave Macmillan

Abstract: Abstract Before you can begin negotiations, you have to determine your negotiating goals. Identifying goals may seem simple: You want your boss to give you the time off you asked for. You want your ex-spouse to accept your desired visitation schedule with your kids. You want your neighbor to agree to stop playing loud music at all hours of the night. A desired agreement is thus the goal of every negotiator. That agreement may be embodied in a lengthy contract prepared by lawyers or in a silent head nod by your harried boss in response to your request for time off.

Keywords: Relationship Building; Business Relationship; Relationship Concern; Loud Music; Favorable Price (search for similar items in EconPapers)
Date: 2013
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DOI: 10.1057/9781137318749_5

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