"Prefers to maximize the difference between their share of the pie and the portion of the pie the other party gets. Prefers to conduct the negotiation with a 'Self-Centered' approach, as opposed to 'We-Centered,' cooperative approach. Uses a distributive approach to the negotiation-how the pie is going to be split. How can I maximize my share of the pie? While every negotiation has a 'competitive' component, the more successful negotiators learn how to move from a competitive position into a more collaborative, cooperative posture that provides opportunities for Both-Win value creation (i.e. create a bigger pie)."
