Mind and Heart of the Negotiator, Second Edition, The

What Is Your Mental Model of Negotiation?

There tend to be four distinct mental models of negotiation (Thompson and Loewenstein 2000). By far, the first three are the most common.

Haggling

Probably the most common mental model of negotiation is what we call the haggling model. The image this might conjure up is of two dogs fighting over one bone. Resolution in this model comes down to a struggle between two entities—people, companies, etc.—in which each is trying to obtain the biggest share of the pie. The haggling model is based upon a fixed-pie perception of negotiation.

Game-Playing

The game-playing model of negotiation elevates negotiation from “fighting in the streets” to a refined game between two or more highly intelligent people. In game-playing, ...