Striving to end up with a bigger piece of the pie than the other party is to focus on a _______________ outcome.

Question

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A substantive outcome is one that focuses on the actual issues or substance of the negotiation, rather than trying to beat the other party or come out ahead. Striving for a bigger piece of the pie than the other party is a competitive approach that is not constructive or related to a positive outcome, and it is certainly not the primary focus of most negotiations.

Striving to End Up with a Bigger Piece of the Pie