Lose-Win Negotiation
[looz-win] [ni-goh-shee-ey-shuh n]
Lose-Win refers to a distributive negotiation where one negotiator’s loss is the other negotiator’s gain. Both negotiators are typically competing to claim the most value from a ‘fixed pie’ or value negotiation. The term ‘lose-win’ was popularized by ‘Game Theory’. This is a form of a zero-sum game. (The inverse is known as Win – Lose Negotiation).
Rate this Article3.6 out of 5 from 10 responses
Loading...YOU MAY ALSO LIKE
Contract Bidding and Negotiation Process
Very often we deal with the problem at hand, never noticing that we've completely missed the 'real' issue. So I suggest that you step back from the contract bidding process or tender
read more
The 'Fixed Pie' in Negotiations
This case study shows how a limited fixed pie distributive negotiation style can damage negotiations with labour unions.
read more
Negotiation Bracketing: How To Use It and When To Avoid It
Examine how an adversarial demand from an opponent may try to use their opening position to split the difference and always target a single figure.Learn how double bracketing is used
read more
