January 2023
Intermediate to advanced
250 pages
5h 23m
English
Content preview from The Financial Times Guide to High Impact Negotiation
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CHAPTER 3
SETTING THE GOAL
‘Leadership is working with goals and vision; management is working with objectives.’
Russel L. Honoré
What you will discover in this chapter:
- ●Why it is important to have a clear goal
- ●How to set goals in a high-stakes negotiation and link them with targets
- ●What are the challenges and pitfalls that can undermine the effectiveness of goals
Beware of what can happen if you do not have a clear goal
You already know that the mission statement provides a focused direction for the negotiation. It indicates the values and behaviours that will lead you or your firm to a successful negotiation outcome. A goal is a concrete plan to be achieved to fulfil the mission. It is what drives the negotiation process towards the desired ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.