Prepared to work together to become the highest competition; making it harder for other competitors to knock their status; thus implementing a win-win strategy
Happy to settle for less and let the other person walk away with everything
Motivated to achieve maximum benefit for themselves at the expense of the other party; they adopt a contending style; thus implementing a win-lose strategy
Selective to who they do business with in order to remain a high status in competition
Inactive negotiators always end in a win-win situation
Inactive negotiators neglect both own and the other’s objectives and aims
Inactive negotiators are principally concerned with ensuring that the other party benefits as well as themselves
Inactive negotiators always end in a lose-lose situation
Inactive negotiators struggle to resolve differences in preferred outcome
Seek a satisfactory level of joint benefit by sharing the difference on issues of concern.
Adopt a contending style
Are principally concerned with ensuring that the other party benefits as well as themselves
Use problem-solving tactics that involve listening and providing information in order to come up with viable solutions.