A realistic target refers to the most likely outcome of a negotiation; it is neither the most demanding nor the least demanding but one somewhere in between. Accordingly, as part of negotiation planning, negotiators are encouraged to define a range of targets, including the most realistic outcome, and use that as part of their objective setting. See also Planning, Negotiation and Target, Ideal.« Back to Glossary Index
Discover the world’s largest Glossary of Procurement terms
With over 800 Procurement specific terms (and growing) you will find everything you need to know or thought you knew about the Procurement function. Our aim is to provide you with a comprehensive list collated from the Comprara Groups hub of training and consulting source materials.The Procurement Glossary has been compiled by industry expert Paul Rogers.