Life Goals Analysis

When you are preparing for a negotiation, try to take a big-picture perspective by using a life goals analysis. A life goals analysis is especially recommended for dispute-resolution negotiations, but is also useful when preparing for deal-making negotiations. For example, someone used the life goals analysis when successfully negotiating for a lead role in his company--a negotiation over salary and title that took many rounds.

To complete this analysis, ask yourself: How does this dispute (or deal) relate to my goals in life? When preparing your list of life goals, consider the following possibilities:

  1. Family goals. Do you want to spend more time with your family? How will you spend that time?
  2. Leisure goals. What do you enjoy doing when you aren’t at work?
  3. Retirement goals. When do you plan to retire and what will you do during retirement?
  4. Financial goals. What are your financial plans and how will you achieve them?
  5. Business and career goals. Do you have any plans to start a business or move to a new job?
  6. Relationship goals. Do you anticipate any changes in your personal relationships?
  7. Service goals. Do you want to increase your community service?
  8. Lifestyle goals. Do you have any health concerns? Do you want to change your lifestyle?

*For further information and an example involving a prominent physician, see Chapter 10, “Perform and Evaluate Your Agreement,” in Negotiating for Success:

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