Negotiating Partnerships: Increase profits and reduce risks

Zero-sum games lead to low-quality solutions

In pure zero-sum games the alternatives permitting technical and financial rationalizations are rarely taken advantage of. Zero-sum games often lead to solutions with winners and losers, or solutions in which both parties lose.

In zero-sum games the negotiation often constantly centres round a solution that has been a given from the outset, and what is debated is the distribution of profits, responsibilities and tasks. The discussion is concerned with a cake which is to be divided. The larger the slice that goes to the other party, the less will be left for you. All gain is made at the expense of the other party.

The technique used by negotiators in connection with zero-sum negotiations is very much ...