By the end of this chapter, you should be able to:
• Explain the difference between win-lose and win-win negotiations.
• Identify three characteristics of win-lose negotiations.
• Identify non-price values that may motivate participants to seek win-win resolutions.
There are two pure forms of negotiation: win-lose or win-win. Most negotiations are one or the other—or some mixture of the two. It’s useful to understand the difference between these negotiations because each involves a different attitude and set of tactics.
In a win-lose negotiation, the matter at stake involves ...