Once you have an analysis in hand, and your Batna in your back pocket, you are nearly ready to begin a negotiation session. Your final preparation is to evaluate how you are going to behave toward your opponent. Both styles have their strong moments. That may surprise you. Cooperatives beat competitives because they remain credible, rational, and even tempered.
Cooperatives lose to competitives who pretend they are cooperatives.
This may sound like a hopeless guess of who is the is the sheep and who is the wolf in sheep's clothing. It is not a hopeless exercise. Watch your opponent to learn whether she is acting in a competitive or cooperative style. People problems are a different bird altogether. When you see emotional behavior, crying, anger, brooding or threatening looks, that's a people problem.