Win–Win and Win–Lose in the Leadership Zone
Abstract
Knowledge of the distinctive characteristics of competition and collaboration enables the Leader-Negotiator (L-N) to identify the philosophical nature of a negotiation. This would be the first and most significant decision an L-N can make. This decision determines whether the negotiation will be characterized by a competitive philosophy (Win–Lose), a collaborative philosophy (synergistic or Win–Win), or a combination of these two philosophies. The importance of this decision is that each of these philosophical frames results in very different negotiation approaches and potential long-term outcomes.
Keywords
Collaborative; Competitive; Leader; Negotiation; Negotiator; Strategy; Win–Lose; ...Get Negotiating in the Leadership Zone now with the O’Reilly learning platform.
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