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Mental Models in Negotiation - Explained

How do Mental Models Affect Negotiation?

Written by Jason Gordon

Updated at April 15th, 2022

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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 model 

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. 


Back to: Negotiations & Communications

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?
mental model negotiation

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