Win-Lose Negotiation
[win-looz] [ni-goh-shee-ey-shuh n]
Win-Lose refers to a distributive negotiation where one negotiator’s gain the other negotiator’s loss. Both negotiators are typically competing to take away or claim the most value from their negotiation. Also called the ‘fixed-pie’ scenario, in that there is only a limited amount to be distributed. The term ‘win-lose’ was popularized by ‘game theory’. (The counter-side is known as Lose-Win Negotiation).
Rate this Article4 out of 5 from 9 responses
Loading...YOU MAY ALSO LIKE
Win-Win Negotiation Case Study
This case study discusses some of the critical errors that can be made in a Management and Union Labour negotiation, where Management were trying to achieve a win-win negotiation.
read more
The Price of Giving Face in China
This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
read more
Resolving Disputes Case Study: Business Mediation Example
This case study shows how mediation can be more beneficial to a business relationship than other dispute resolution mechanisms.
read more
