Which negotiation style is characterized by a win/lose perspective?

The competitive negotiation style is characterized by a win/lose perspective, where one party aims to achieve the maximum possible advantage, often at the expense of the other party. This style focuses on asserting one's own interests and goals, making it a zero-sum approach where the gain of one side directly corresponds to the loss of the other. In this context, the competitive negotiator prioritizes their own targets and outcomes over fostering relationships or seeking mutual benefits.

This approach can be particularly useful in situations where the stakes are high, or the relationship between the parties is not a significant concern. However, it can often lead to increased tension or conflict during negotiations, as the competitive individual may employ assertive tactics, leaving little room for collaboration or cooperation.

In contrast, collaborative styles focus on joint problem-solving and win-win solutions, avoiding styles typically result in non-participation or withdrawal from the negotiation, and compromising involves finding a middle ground, which does not align with the competitive approach.