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).
YOU MAY ALSO LIKE

Time Pressure in Negotiation
Learn how the time factor can add pressure and be a problem for either side in the negotiation process. Use it's power to negotiate to your advantage.
read more

Gender Differences in Negotiations
Examines how women can be equally competitive as men in negotiations when bargaining opposite each other.
read more

Foreign Currency Contract Agreement Risks
This case study reveals the importance of deciding on and making a foreign currency agreement with an international business partner.
read more