It is commonly understood that negotiations are about who is a tougher negotiation and be the winner in that negotiation. Researchers have called this negotiation approach a zero-sum game. Please explain the main characteristics of this approach.
What will be an ideal response?
Response should emphasize this is an approach to maximize gains, since the negotiation is about a fixed amount of something, at which point respondents may also refer to the pie distribution metaphor. The response thus should indicate that whoever wins does so in detriment of the other party’s loss. Response can also include a reference to the fact that this is a negotiation approach that emphasizes the competitiveness of at least one of the parties.
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