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Clark Freshman
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Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2009) 25 (2): 217–231.
Published: 06 April 2009
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Many negotiation teachers share the same tip early on: negotiators who set higher goals “do better.” It turns out that one of the most empirically supported “truths” about negotiation comes with a big “but.” Negotiators who set higher goals are likely to feel worse. In other words, negotiators who set optimistic goals are likely to obtain better objective outcomes but worse subjective outcomes. We call this empirical finding the “goal-setting paradox.” This article considers sources of and explanations for the goal-setting paradox and suggests how negotiators and negotiation teachers may better manage this paradox through mindfulness and other techniques.
Journal Articles
Publisher: Journals Gateway
Negotiation Journal (2008) 24 (1): 89–100.
Published: 30 January 2008