Setting Expectations
Negotiation has sometimes been described as the process of gently separating the other party from their unrealistic expectations and bringing them back down to earth. That is what setting expectations is all about. The critical time to begin the process of setting expectations is right at the initial contact. Sometimes you may decide to be very blunt about it (“I am not going to pay a lot for that …”), but usually you will be more subtle. You will say things that drop hints and allow the other party to pick these hints up and draw their own conclusions. The less it appears to the other party that you are trying to set their expectations, the more effectively you will be able to do it. ...
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