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Negotiation Goals

In: Negotiating Life

Author

Listed:
  • Jeswald W. Salacuse

Abstract

Before you can begin negotiations, you have to determine your negotiating goals. Identifying goals may seem simple: You want your boss to give you the time off you asked for. You want your ex-spouse to accept your desired visitation schedule with your kids. You want your neighbor to agree to stop playing loud music at all hours of the night. A desired agreement is thus the goal of every negotiator. That agreement may be embodied in a lengthy contract prepared by lawyers or in a silent head nod by your harried boss in response to your request for time off.

Suggested Citation

  • Jeswald W. Salacuse, 2013. "Negotiation Goals," Palgrave Macmillan Books, in: Negotiating Life, chapter 5, pages 45-52, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-31874-9_5
    DOI: 10.1057/9781137318749_5
    as

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