Negotiators view every negotiation as a type of game. 

hey show up ready  to use their negotiation styles and negotiating techniques to compete  with the other side in order to see who can walk away being a winner.  I’m pretty sure that we all realize that we should be cooperating, but  instead all too often we end up competing to see who can win. The reason that we do this is because we arrive at the negotiation with the assumption that we’re dealing with a fixed pie – there is only so much to be had, and somebody is going to walk away  with more and somebody is going to walk away with less. We view a  negotiation as being a win-lose competitive situation. 

What we really  should be doing is working with the other side to find more value in the  negotiation.