ABSTRACT
Indeed, two important elements of goals were highlighted by Shah and Kruglanski (2000). The first is that of multifinality wherein any one means of achieving a goal may serve more than one purpose. For example, a negotiator who demonstrates an interest in and pays attention to the other side may achieve the twin goals of (a) building a good relationship and (b) making the chances of a successful negotiation more likely. The second is equifinality, whereby the same goal can be attained in a variety of equally effective ways. Thus, there are alternative approaches that can be employed in any particular interactive episode to achieve a desired outcome, and it is up to the individual to select what is deemed to be the most appropriate mix. Such selection, however, demands an extensive knowledge of the range of alternatives available and their likely effects in any given context. It is at this level that the present book has been geared.
