Adversarial Negotiation
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An Adversarial Negotiation is a negotiation that maximizes individual gain (through competitive tactics and positional bargaining).
- AKA: Competitive Negotiation, Win-Lose Negotiation.
- Context:
- Core Characteristics:
- It can (typically) pursue Maximum Gain through competitive strategy.
- It can (typically) employ Positional Bargaining for advantage creation.
- It can (typically) maintain Strong Positions during negotiation processes.
- ...
- Process Elements:
- It can (often) utilize Power Leverage for position advancement.
- It can (often) limit Information Sharing for tactical advantage.
- It can (often) apply Pressure Tactics for concession extraction.
- It can (often) establish Hard Deadlines for time pressure.
- ...
- Range Variations:
- It can range from being a Mild Competition to being an Aggressive Competition, depending on its intensity level.
- It can range from being a Limited Scope Conflict to being a Full Scale Conflict, depending on its conflict scope.
- It can range from being a Simple Position Defense to being a Complex Position Defense, depending on its position complexity.
- ...
- Strategic Elements:
- It can have Bargaining Power for leverage utilization.
- It can have Information Control for strategic advantage.
- It can have Time Pressure for deadline leverage.
- It can have Position Defense for gain protection.
- ...
- Outcome Focus:
- It can secure Maximum Share through resource competition.
- It can achieve Dominant Position through tactical superiority.
- It can establish Clear Boundary through position enforcement.
- ...
- Examples:
- Legal Contexts, such as:
- Litigation Settlements between opposing parties.
- Contract Disputes with competing interests.
- Property Negotiations for asset control.
- ...
- Business Contexts, such as:
- Hostile Takeovers in corporate acquisitions.
- Market Share Battles between competitors.
- Price Wars in competitive markets.
- ...
- Resource Competitions, such as:
- Limited Resource Allocations between competing departments.
- Budget Distributions with limited funds.
- Territory Divisions among competitors.
- ...
- Legal Contexts, such as:
- Counter-Examples:
- Collaborative Negotiation, which seeks mutual benefit rather than individual gain.
- Principled Negotiation, which uses objective criteria rather than power leverage.
- Integrative Bargaining, which expands resource pool rather than competing for share.
- Relationship-Based Negotiation, which prioritizes long-term relationships over short-term gain.
- See: Competitive Strategy, Power-Based Negotiation, Positional Bargaining, Win-Lose Outcome, Zero-Sum Game, Negotiation Tactic.