The Rational/Choice Model of Negotiation

(and – how negotiation really works)

Noam Ebner, 2003

The Rational / Choice Model of Negotiation

GOAL

STRATEGY

Tactic Tactic Tactic Tactic

Strategic Choice

Avoidance Yielding Competition Compromise Cooperation

Is This Really How We Work?

GOAL

STRATEGYChoice

Tactics

The Hidden Level of Negotiation

PARTY

(GOAL)

ENCOUNTER

Expectations Perceptions

Setting Up the Encounter

PARTY B

GOAL

Expectations Perceptions

PARTY A

GOAL

Expectations Perceptions

ENCOUNTER

What Happens at the Table?PARTY A

GOAL

Expectations Perceptions

REACTION

REACTION

REACTION

ENCOUNTER

PARTY B

GOAL

Expectations Perceptions

What Happens After We Leave the Table?ENCOUNTER

REACTION

REACTION

REACTION

RECONSTRUCTION

Tactics

Strategy

Goal

Tying It All Together