It's Effective and Somewhat Deceptive: The Competitive/Problem-Solving Style

摘要

Most negotiation courses and negotiation books describe two basic negotiation styles, Cooperative/Problem-Solving and Competitive/Adversarial. See Keith All-red, "Distinguishing Best and Strategic Practices: A Framework for Managing the Dilemma Between Creating and Claiming Value," 16 Negotiation Journal 387 (2000).rnThe Cooperative/Problem-Solving style is generally characterized as "win-win," while the Competitive/Adversarial style is described as "win-lose."