Academically, we tend to think that the best negotiation strategies aim for a win-win scenario. But practically thinking, that is not always the case. For example, few people buying used cars want to pay a higher price so that dealers can increase profitability. Both used car buyers and used car sellers almost always employ win-lose strategies. As the deal is negotiated, the more one wins, the more the other loses.

For each of the following scenarios, state whether you (as the buyer) would employ a win-win or win-lose strategy and why.

1) The capital purchase of a new warehouse
2) As a distributor, the purchase of automotive parts
3) As an airframe manufacturer, the purchase of engines
4) The MRO purchase of office supplies