Shared mental models in negotiation

Drawing on theories and evidence from previous research on social construction, team mental models and socially shared cognition in negotiation, I have developed a theoretical model that attempts to explain the convergence process of shared mental models, as well as delineates the antecedents and consequences of shared mental models in two-party negotiations. I define a mental model as a network comprised of inter-related informational, relational, and affective elements of knowledge that helps an individual to make sense of specific situations. A shared mental model is the degree of similarity between negotiators' individually held mental models.; I hypothesize two pathways for developing shared mental models: the initial similarity between individually held mental models and the quality of communication, which I conceptualize as the responsiveness, clarity, and comfort that individuals experience during the negotiation. Cultural values and individual differences in the motivation to share are hypothesized to influence shared mental models indirectly through their effects on individual mental models and quality of communication. Further, I propose that the degree of sharedness in shared mental models is positively related to the negotiation outcome in terms of joint economic gain, satisfaction with the outcome, and expectation for a future relationship between the participants.; A measurement study provided support for the measurement of mental models and shared mental models using social network analysis methods. Findings from intra-cultural and inter-cultural studies support the major hypotheses about the development of shared mental models in negotiation. Further, there are different patterns of mental model change in intra-cultural and inter-cultural negotiations.; This dissertation contributes to the literature of negotiation by providing a network perspective of the interpersonal process, treating cultural values as an integral element in negotiation, and conceptualizing the dynamic convergence of individual mental models through discourse. Methodologically, I have introduced social network analysis to negotiation research to gauge the complexity of socially shared cognitions.