Mental models of negotiations; Descriptive, prescriptive and paradigmatic implications

Thompson, L., & Loewenstein, J. (2003). Mental models of negotiations; Descriptive, prescriptive and paradigmatic implications. In M.A. Hogg and J. Cooper (Eds.) Sage Handbook of Social Psychology. London: Sage, Ch. 23, 494-511

Abstract

We review research and theory on negotiation by identifying five approaches that operate as mental models for descriptive, prescriptive, and paradigmatic research. Mental models are cognitive representations of external systems that specify the cause-effect relationships governing those systems. The five mental models that have guided theory and research in negotiations are: negotiation as power and persuasion, negotiation as decision making, negotiation as a game, negotiation as a relationship, and negotiation as problem solving. We review and describe the basic theoretical principles that characterize each model and identify key areas for research.