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 are mental models and how do they influence negotiations?

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Describe the haggling model and its characteristics in negotiation.

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What distinguishes the game playing model from other mental models in negotiations?

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Explain the partnership model and its focus in negotiation scenarios.

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What is the problem-solving model and how does it approach negotiation?

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