Chapter 3

Setting Goals


check Setting good goals

check Evaluating the goals you set

check Making an opening offer

check Maintaining your goals

These words are from the song “Happy Talk” in the Rodgers and Hammerstein musical, South Pacific. Bloody Mary sings them to Liat and the Lieutenant just after they tell her that they’ve fallen in love:

You’ve got to have a dream.If you don’t have a dream,how you gonna have a dream come true?

Rodgers and Hammerstein taught us a thing or two about goal setting. The entire show is about chasing after your dreams and all the wonderful things that happen when you do. The essence of this great musical is that if you don’t work toward your dreams, you regret it for the rest of your life. Sometimes, your dreams — or, in negotiation terms, your goals — dawn on you intuitively. Other times, you discover them through more dry, rational processes.

Do you feel fulfilled in your line of business? Are you achieving what you want in life? If not, the problem may be that you’re not setting goals, or perhaps your goals are too general. Setting goals — in your life ...

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