How to Become a Better Negotiator, Second Edition

Lose-Lose

Although most negotiations can be described as win-lose or win-win, some result in a “lose” for all parties. In this game, both sides lose something in the negotiations. The best example of a lose-lose game is a compromise in which the total value of the deal is diminished. We’ve always been taught that compromise is a good thing. However, a series of compromises can leave both sides with far less than they needed in the first place. One example of a lose-lose game is that of a union that makes unreasonable demands and winds up forcing a company to close. In this case, both the company and union members are losers.