Top Ten Series: 2. How do I determine my negotiation goals?

Determining your negotiation goals is like crafting the ultimate sandwich. You need to know what kind of bread you’re using, the essential ingredients, and any extra condiments that will take it from a basic bite to a gourmet experience. Whether you’re negotiating a raise or just trying to decide what’s for lunch, getting your goals right is the secret to a delicious outcome.

Be Specific: Let’s talk about the bread—specificity is crucial. If you just say, “I want a better deal,” it’s like asking for a sandwich without specifying the bread. Are we talking ciabatta, whole grain, or a classic sourdough? If you’re negotiating a salary, instead of saying, “I want more money,” specify exactly how much more you want. The clearer you are, the easier it will be to get exactly what you’re craving.

Make Your Goals Measurable: This is like deciding how many layers of deli meats you need. A simple turkey and Swiss might suffice, but if you’re aiming for a full-on club sandwich, you need to know how many layers you’re stacking. In negotiation terms, instead of saying, “I want more flexibility,” specify something concrete, like “I would like my last patient to be at 4pm.” This way, you’ll know when you’ve hit your target and can enjoy the satisfaction of a well-built sandwich.

Keep It Realistic: While dreaming of a sandwich piled high with every topping under the sun is fun, if you add too much, it’s going to fall apart. The same goes for negotiations: aim high, but be sensible. Consider what the other party can reasonably offer and balance your desires with what’s achievable.

As you assemble your goals, think about your essential ingredients versus the extra toppings. Your essentials are the turkey and cheese—the must-have ingredients. The ideal toppings are the extras, like avocado or a drizzle of fancy aioli. Balancing these ensures that your sandwich–and your negotiation–turns out perfectly, leaving you satisfied and ready to dig in.

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