Arizona State University (ASU) COM312 Communication, Conflict, and Negotiation Exam 1 Practice Exam

A competitive negotiation approach is characterized by the pursuit of one's own interests often at the expense of the other party. This style of negotiation is typically driven by a win-lose mentality, where one party aims to maximize their own gains without concern for the impact on the other. It emphasizes assertiveness over collaboration, leading negotiators to adopt strategies that sometimes include hard bargaining techniques and a lack of willingness to compromise.

In competitive negotiations, success is often measured by the extent to which one achieves more than the other party, rather than seeking a fair or mutually beneficial outcome. This approach can escalate conflicts, as it often involves tactics that put pressure on the opposing party, which can result in a breakdown of communication and relationships if not managed thoughtfully. Overall, the competitive approach is about prioritizing individual outcomes over finding amicable solutions.