If you focus on your bottom line, then your results will tend to hover at or just above this minimum acceptable level 3. The best strategy is to orient firmly toward your goal in the planning and initial stages of a negotiation. Then gradually re-orient toward a bottom line as that becomes necessary to close the deal. Your goal should be to achieve more value or profit, not a victory in price terms 2. Issues about turf, ego, reputation, etc. are often more difficult to resolve than price 3.
Optimistic goals are effective only if they are a.
Avoid goals like a. People tend to set modest goals a. In light of previous failures C. Be specific 1. Clarity helps you make you points more clearly D. Get committed 1. Make sure your goal is justified and supported by solid arguments 2.