The Transformative Negotiator: Set Realistic Goals
In The Transformative Negotiator, the chapter “Set Realistic Goals” emphasizes trust in oneself to know limits in a negotiation.
Goals in a negotiation belong in two categories:
Realistic
Being realistic does not mean the negotiation is hopeless or that your goals are not possible. Being realistic does not mean having a negative outlook, either. Evidence shows that negotiators with a positive outlook are more efficient and successful. Recognizing the capability of a negotiation to go poorly is just as important as recognizing the potential success.
Aspirational.
Setting realistic goals and being aspirational are not necessarily mutually exclusive. When you consider the context of the negotiation and your negotiation partner, you can accurately assess the circumstances to effectively communicate. While this sounds like a relatively simple task, it cannot be done without assessing the negotiation as a whole, considering both internal and external factors.
Michèle Huff presents an example of setting realistic goals: someone selling their house. This is a good example because one has to understand the value of the house along with the reality of the market, ie, internal and external factors. The house very well may be worth more than the offer they receive, but the market status may make their goal number out of reach. Know what a good deal is, and know what a good deal is given the context and circumstances of the negotiation taking place.
Setting realistic goals can get you closer to the needs of both parties, rather than reaching for the sky and ultimately falling short of both of your goals.
Michèle Huff is a transactional lawyer with decades of experience negotiating for global corporations, universities, and individual clients. She is the Executive Director of Business Contracts and Brand Protection at UC Berkeley, overseeing contracts, intellectual property, and brand management. Previously, she was the University of New Mexico’s senior lawyer for research and technology and co-founded a Silicon Valley software start-up. A skilled speaker and educator, Michèle has taught negotiation and intellectual property courses and led workshops nationwide. Learn more at www.michelehuff.com