zero-sum approach

By — on / Glossary

The tendency to view a negotiation as purely distributive; what one side wins, the other side loses. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 168). See Also: How Negotiation Role-Play Simulations Can Help Solve Environmental Disputes, Conflict Management Techniques: Should You Take Your Dispute Public?, How Negotiation Exercises Can Help You Prepare for Cross-Cultural Negotiations.

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