Learning Objectives

1. Describe why goals are effective at increasing motivation.

2. Demonstrate the link between self-efficacy and negotiator motivation.

3. Use the characteristics of goals to delineate the types of negotiations that will generate persistence.

4. Utilize both intrinsic and extrinsic rewards to motivate yourself to be a more effective negotiator.

5. Describe why persistence is effective, including the concepts of tangible and intangible interests, opportunity costs, and relationships in your description.

6. Generate examples of why persistence can be valuable in a negotiation.

7. Illustrate the dangers of goal setting and increased motivation. Tie these dangers to the ethical considerations of being persistent.