Which negotiation strategy involves one party pursuing their own goals at the expense of the other party?

Which negotiation strategy involves one party pursuing their own goals at the expense of the other party?

• A. Avoiding/Withdrawing
• B. Smoothing
• C. Competing
• D. Collaborating

Answer: (C)

This item tests what happens when one side pursues its own goals at the expense of the other. The strategy described is competing: an assertive, win-lose approach where one party aims to maximize its own gains, often through pressure, authority, or hard demands. It’s about claiming value and advancing personal or organizational rights, sometimes regardless of the other’s outcomes. This can be effective when quick decisions are needed or when essential rights must be defended, but it can harm relationships, trust, and collaboration if used excessively. By contrast, avoiding/withdrawing is about retreating from a negotiation, smoothing focuses on harmony with less emphasis on outcomes, and collaborating seeks mutually beneficial solutions through joint problem-solving.

This item tests what happens when one side pursues its own goals at the expense of the other. The strategy described is competing: an assertive, win-lose approach where one party aims to maximize its own gains, often through pressure, authority, or hard demands. It’s about claiming value and advancing personal or organizational rights, sometimes regardless of the other’s outcomes. This can be effective when quick decisions are needed or when essential rights must be defended, but it can harm relationships, trust, and collaboration if used excessively. By contrast, avoiding/withdrawing is about retreating from a negotiation, smoothing focuses on harmony with less emphasis on outcomes, and collaborating seeks mutually beneficial solutions through joint problem-solving.