When setting high goals, beware a backlash

High aspirations are often touted as a key to negotiation success. But aiming high could have unexpected consequences, says a new study.

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Article Excerpt

Imagine that you’re a freelance marketing consultant who is negotiating the conditions of a long-term assignment with a new client. As you think about what you will charge, you set a goal that you consider to be challenging but not impossible. The project manager balks when you first quote your rate, but you end up

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