Competitive bargaining is a negotiation approach where parties seek to maximize their own gains at the expense of the other party, often leading to a win-lose outcome. This method typically involves tactics like hardball negotiating, where one side employs pressure tactics to achieve their goals, while the other side may feel forced to concede. The effectiveness of competitive bargaining is influenced by various sources of power that negotiators possess, which can significantly impact the dynamics of the negotiation process.
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