competition

Comment

An approach to negotiation that emphasizes assertiveness over empathy. Competitive negotiators have winning as a goal, and enjoy feeling purposeful and in control. They also may seek to control the agenda and frame the issues in a negotiation, perhaps resorting to intimidation or bullying to get the biggest slice of the pie. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 51)

Related Posts

• 3 Types of Conflict and How to Address Them
• The Contingency Theory of Leadership: A Focus on Fit
• Negotiation with Your Children: How to Resolve Family Conflicts
• Win-Win Negotiation: Managing Your Counterpart’s Satisfaction
• Undecided on Your Dispute Resolution Process? Combine Mediation and Arbitration, Known as Med-Arb

Comment