ABSTRACT

It is generally believed that, in business if not everywhere, most people act as though they can only win if someone else loses. This is sometimes referred to as the 'zero sum game' or the 'win-lose game'. A 10-round version of a game based on similar principles was introduced, where the players could win or lose stake money. The teams were given two opportunities to confer with each other: one after round four and the other after round eight. It was unusual, but not unknown, for win-win outcomes to be achieved. It was suggested that an appropriate win-win strategy, in all attempts at persuasion, was to offer the other person something that was of high value to 'them' and low cost to 'us', the giver. This is a very simple example, but win-win strategies have been found to be very effective in persuasion generally and especially in negotiating.