The power of a single negotiating goal: Why less is more

In Ponto Group's courses, we emphasize the importance of setting a clear goal before entering into negotiations. A common question that comes up in this section is: "Should we have multiple goals - minimum, realistic and optimistic?" Although this approach appears in some negotiation literature, I advise against it. Here's why it's more effective to focus on a single goal:

1. Human nature favors the complacency. With multiple goals, achieving the minimum level can reduce your motivation to work further, potentially leaving a much better deal on the table.

2. Simplicity brings focus. A clear goal allows you to channel all your energy and attention, instead of dividing it between several objectives.

3. Learning from results. Achieving your minimum target can hinder your development as a negotiator: "I didn't do as well as I would have liked, but at least I reached my minimum target." In contrast, falling short of a single, ambitious goal prompts deeper analysis, which creates a better learning experience that develops your negotiation skills.

While any goal is better than none, a single, well-defined goal maximizes your focus and learning potential. In negotiations, as in many aspects of business, sometimes less really is more.