• Competitive strategy in which one party gains only if the other party loses something. 
  • Also known as win-loss bargaining
  • Used as negotiation strategy to resources such as money – bonus distribution
  • Each side takes an extreme position based on its needs, wants and limitations – positions are always on the opposite ends of the spectrum. 
  • Also known as zero sum game
  • Starting with extreme initial position, parties are forced to make concessions. Smaller the concession, more victorious. 
  • Negotiations become tense and drag on. 
  • Pie analogy – competing for biggest share of pie.
  • The negotiating room become hostile, communications may involve threats and lack transparency. 
  • Lack of trust