1. A negotiation approach where one party's gain is viewed as another party's loss, with no mutual benefit or compromise sought
In a win-lose negotiation, the buyer tries to pay the lowest price while the seller attempts to charge the highest price.
Em uma negociação de soma zero, o comprador tenta pagar o preço mais baixo enquanto o vendedor tenta cobrar o preço mais alto.
2. A competitive negotiation strategy based on zero-sum thinking where both parties cannot simultaneously achieve their goals
The company adopted a win-lose negotiation stance, refusing any concessions to the labor union.
A empresa adotou uma postura de negociação de soma zero, recusando qualquer concessão ao sindicato dos trabalhadores.