Negotiation Strategies: Win-Lose (Exclusionary) vs. Win-Win (Integrative)

Two Fundamental Approaches to Negotiation

When faced with a negotiation, there are two main strategies that we can follow, and the choice between one or the other will depend on the nature of the conflict and, above all, on the importance we attach to the future relationship with the other party.

These two main strategies are exclusionary, also known as distributive or "win-lose", and integrative, or "win-win".

In the exclusionary strategy, the objective is to obtain the maximum possible benefit for oneself, without worrying about the situation of the opponent.

In contrast, the integrative strategy considers the other party as a partner with whom one should work to find the best possible solution for both.

The Exclusionary (Win-Lose) Strategy: The Zero-Sum Game

The exclusionary strategy starts from the premise that the resources at stake are fixed and limited, known as a "zero-sum" game: what one party gains, the other necessarily loses.

The interest is purely competitive, and the objective is to take as big a slice of the pie as possible.

This approach is directly associated with an imposing negotiating style and often uses tactics such as bargaining to put pressure on the opponent.

A classic example is buying a car or haggling in a bazaar, where the buyer and seller fight over a price, and any rebate one gets is a direct loss for the other.

Consequences and Application of the Exclusionary Strategy

The main disadvantage of the exclusionary strategy is that it generates a climate of aggressiveness, resentment and, often, a desire for revenge on the part of the one who has lost the negotiation. For this reason, its effectiveness is purely short-term.

This approach is only recommended in one-off situations where no further relations with the other party are envisaged.

Using it in a context where future collaboration is necessary, such as with a supplier or a teammate, would be destructive to the long-term relationship.

The Integrative (Win-Win) Strategy: Creating Value Together

In contrast to the previous one, the integrative strategy is based on the idea that it is possible to "enlarge the pie" before dividing it up, seeking an "open-sum" solution where both parties can benefit.

This approach, linked to a cooperative style, encourages interdependence and focuses on building and maintaining good relationships.

It is far more effective, especially when a lasting partnership is sought, as both parties are satisfied with the outcome.