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Course CalendarLose-Win Negotiation
[looz-win] [ni-goh-shee-ey-shuh n]
Lose-Win refers to a distributive negotiation where one negotiator’s loss is the other negotiator’s gain. Both negotiators are typically competing to claim the most value from a ‘fixed pie’ or value negotiation. The term ‘lose-win’ was popularized by ‘Game Theory’. This is a form of a zero-sum game. (The inverse is known as Win – Lose Negotiation).
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