Mental Models in Negotiation - Explained
How do Mental Models Affect Negotiation?
Written by J. Mance Gordon
Updated at April 22nd, 2024
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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.
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?