Mental Models in Negotiations

The video discusses mental models in negotiations, explaining how they influence perception and strategy. It introduces five common models: haggling, cost-benefit analysis, game playing, partnership, and problem-solving. Each model affects negotiation dynamics differently, from competitive to collaborative approaches. The video emphasizes the integration of mental models with cognitive frames to shape understanding and interaction in negotiation scenarios.

What is the primary role of mental models in negotiations?

• To dictate the exact steps of a negotiation

• To ensure a win-win outcome

• To serve as a predisposition influencing understanding

• To replace cognitive frames

Which mental model is characterized by a competitive approach focused on gaining more value?

• Cost-benefit analysis model

• Partnership model

• Problem-solving model

• Haggling model

Which mental model emphasizes maintaining long-term relationships?

• Game-playing model

• Partnership model

• Haggling model

• Problem-solving model

What is the focus of the problem-solving mental model?

• Competing to exert power

• Maximizing individual gain

• Evaluating plus and minuses

• Collaborating to address underlying issues

How do mental models and cognitive frames together influence our perception?

• By ensuring logical reasoning

• By eliminating biases

• By shaping our understanding and interaction with the environment

• By dictating our actions