What is a key strategy in competitive negotiation?

A key strategy in competitive negotiation is to make the other party feel like they are winning. This approach fosters a more collaborative environment, which can lead to better outcomes for both sides. When the opposing party perceives that they are gaining value or achieving their goals, they are more likely to engage positively in negotiations, contributing to a smoother process. This tactic can help build rapport and can create a sense of goodwill, which may encourage concessions or flexibility later in the discussion.

In contrast, setting rigid terms for negotiations can lead to stalemates and a lack of flexibility, limiting the potential for a mutually beneficial agreement. Focusing solely on salary discussions narrows the scope of negotiation, which may overlook other compensatory factors that could be important to both parties. Finally, limiting communication until agreements are finalized can create an adversarial atmosphere, making both sides feel isolated and less inclined to work together towards a satisfactory resolution.