This difference in thought process is often described as "cooperative" vs. "adversarial". I like the "relationship" vs. "transactional" analogy as well. I alw

This difference in thought process is often described as "cooperative" vs. "adversarial". I like the "relationship" vs. "transactional" analogy as well. I always start out with a cooperative approach, and fall back to adversarial only when the other party makes it necessary. Over time, you learn to recognize certain personality types and can predict which category a boss or business partner falls into. My cautionary advice would be this: In a game of rock-paper-scissors, the transactional/adversarial personality almost always "wins" because the cooperative personality will accept a less advantageous position in order to avoid conflict. It's wise to recognize which personality type you are. If you're cooperative by nature, write out on paper or at least have decided what your minimum acceptable position will be _prior_ to bringing up the subject or entering negotiation. And realize when you're being pushed past that point.