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. Tell another person about your goal and show him or her your written goal a. Public commitment is a powerful way of binding yourself to your goals 5.