Mental Models in Negotiation - Explained
How do Mental Models Affect Negotiation?
Written by Jason Gordon
Updated at September 28th, 2021
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Table of Contents
What are Mental Models in Negotiation?What are Common Mental Models in Negotiation?Haggling Model Cost-benefit analysis (Decision-making model) Game-playing model Partnership model Problem-solving modelWhat 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.
Next Article: What are "Cognitive Biases" in negotiation? Back to: NEGOTIATIONS
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.
Related Topics
- What is perception in the context of negotiation?
- What is Cognitive Framing in the context of negotiation?
- Mental models of negotiation?
- What are Cognitive Biases in negotiations?
- What is risk and how does risk perception affect a negotiation?
- How do perceptions of entitlement and fairness affect negotiations?
- How does social comparison affect perceptions of fairness?
- What is the effect of mood and emotions in negotiation?
- What role does creativity play in negotiations?