"If it is a **fixed-sum variable-share issue**, in which one party could gain but only at the expense of the other, then this inherently competitive situation gives rise to a set of strategies (misinformation and commitment) that, if properly applied, **results in one negotiator claiming the bulk of the available outcome while the other achieves very little**. These negotiations are what we envisage by the term ‘bargaining’. They are competitive and leave a nasty legacy for the next negotiation." ([Location 1778](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=1778)) --- **Tags** -- [[quotes]], [[zero-sum-games]], [[game-theory]], [[negotiations]], [[competition]] **Source** -- [[202410111110 - B - Effective Negotiation]]