[looz-win] [ni-goh-shee-ey-shuh n]
This term refers to a distributive negotiation whereby one party’s gain is another party’s loss. Both parties are competing to get the most value from the negotiation. Also called the ‘fixed-pie’ scenario in that there is only a limited amount to be distributed. A term also used in ‘Game Theory’ and Economics. (Also known as Win – Lose Negotiation).
Negotiation Simulation Game
Advanced Negotiation Training