Question: In chapter 2 Shell talks about the difference between expectations and goals. What is the difference when it comes to negotiation? Expectations are the base

In chapter

2

Shell talks about the difference between "expectations" and "goals". What is the difference when it comes to negotiation?

Expectations are the base line of what we expect out of the deal. It generally causes pain, anger or frustration when we don't get what we expect out of a deal.

We might have a goal to get into an Ivy League college but our expectation is to get a degree Ivy League or not.

Goals help by motivating us to go beyond the normal and reach for more.

Expectations are lik

a base line, we'll walk away if we don't get this. A goal is something to strive for above our expectations.

In chapter 2 Shell talks about the difference between "expectations" and

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