Use ranges to motivate people (Influencing & Negotiation)

He’s a loser – a target is a target.

 

When pursuing goals people tend to focus on two things: achievability and challenge.
Siingle number goals (e.g. open 3 new accounts this week) are either achievable, challenging or a compromise in-between.
High-low range goals (e.g. open 2 - 4 new accounts this week) engage both achievability and challenge and lead to longer commitment.

 

Trainer Tools

  • Achieving Goals & Commitments Workshop Guide

 Documents

  • Achieving Goals And Commitments Infographic

Use ranges to motivate people (Influencing & Negotiation)

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