What are Mental Models in Negotiation?

Mental models are the ways in which people understand social and physical systems. While frames concern how individuals receive and process information, a mental model concerns how individuals approach a situation. That is, it is the mental predisposition that results from a number of influences, such as their mental frame or their cognitive biases. 

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What are Common Mental Models in Negotiation?

Negotiators' mental models shape their behavior in the negotiation process. Five distinct mental models of negotiation include: 

Haggling Model

This is a competitive mindset where each negotiator tries to obtain the biggest share of the bargaining zone. This is often characteristic of a competitive approach to negotiations that may employ a power-based or interest-based view of the negotiation. 

Cost-benefit analysis (Decision-making model)

This is a logic-based model that draws more heavily upon a collaborative strategy used to expand the potential value available. 

Game-playing model

This is characteristic of a competitive bargaining strategy in which one party seeks to maximize its value by outmaneuvering the other party. 

Partnership model

Negotiators who build rapport to nurture long-term relationships and often make sacrifices to uphold the relationship. This is characteristic of a collaborative negotiating strategy. 

Problem-solving model

This model seeks to come to a firm, logical outcome that resolves any conflicts. It is generally marked by a collaborative or accommodative strategy.