High competitors enjoy negotiation, like high collaborators. But they enjoy it for a different reason: Negotiating presents an opportunity for winning and losing, and they like to win. For this reason, high competitors prefer to frame negotiations as games with moves that can result in gains or losses, depending on one's skill. Highly competitive negotiators have strong instincts about such matter as leverage, deadlines, how to open, how to position final offers, and similar aspects of negotiations. 

A weakness is that competitive people can be hard on relationships. The 'loser' in their negotiating game may feel pressured, beaten, or even abused. This can affect future dealings. In addition competitive negotiators instinctively focus on the issue that is easiest to count in terms of winning and losing - like money. They may overlook nonquantitative issues that can also bring value. 

People with low competing scores do not think that negotiations are simply about winning and losing. They see negotiation as a dance, not a game. It is a dance in which the goal is for the parties to treat each other fairly, avoid needless conflict, solve problems, or create trusting relationships. Others often view people with low competing scores as nonthreatening. This can be a strength in many professional settings in which the ability to gain trust is a critical skill. However, when there are large stakes on the table, the low competitor will be at a disadvantage.