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Win-Lose

 

Disciplines > Negotiation > Negotiation Mistakes > Win-Lose

Description | Avoiding it | Taking advantage | See also

 

Description

When you approach a negotiation with a win-lose mindset, remember that it may well be you that loses. Even if you think you have won, you may have damaged the relationship with the other person beyond repair.

In win-lose battles there is, by definition, a winner and a loser. Each person usually sees the event as a life-or-death struggle, where the only way to avoid defeat is to win. The relationship with the other person is unimportant as to think kindly of them is to show weakness and expose yourself to defeat.

Avoiding it

Rather than win-lose think win-win. Seek ways to increase the size of the pie such that you both can get a large part of what you want.

Taking advantage

If the situation truly is win-lose, then prepare for the battle beforehand to ensure that you are not the loser. Fight hard, but clean, whilst being prepared to handle any dirty tricks that the other person may use.

See also

Squeezing too much, Competitive negotiation, The effects of betrayal

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