What is the consequences of competitive negotiating?

In competitive negotiation, the

process treated as though is a competition that is to be won or

lost. The basic assumption is that it is a 'zero sum game'. That

is, the people involved believe that there is a fixed amount to be

gained, and if one person gains then the other person loses. It is

like arguing over a pie: if one person gets a piece of the pie then

the other person does not. This negotiation style assumes a

win-lose situation, where concessions, distorted communication,

confrontational tactics, and emotional ploys are used to force an

advantage.

Competitive negotiating, also

called adversarial, non-cooperative, distributive bargaining,

positional, or hard bargaining displays a low concern for the

long-term relationship with the other party and high concern for

content goals. By employing this tactic, you've decided the

relationship is unimportant. You don't care about what they think,

nor do you care what they think about you. This has the effect of

eliminating the chance of developing a relationship, or destroying

the relationship if one already exists.