Negotiation Intentions of Mastenbroek

Negotiating and Bargaining
Knowledge Center

Best Practices

Sign up

Marten van der Zee
Analyst, Netherlands

Negotiation Intentions of Mastenbroek

In 1996 Dutch bargaining expert Willem F.G. Mastenbroek developed a bargaining model consisting of four negotiation intentions or negotiation activities:
1. Influence the Content. The main goal is to get the most advantageous compromise. These activities during negotiations get the most attention, because with this the result is tangible. Influencing the content you need to focus on arguments, facts, goals, concessions and conditions.
2. Influence of the Power. The main goal is to strive for balance or overbalance. You can do this by mentioning new or cheap facts to show you have alternatives. Some techniques are: bluffing, pressing or take over initiative.
3. Influence the Relation. To improve your bargaining result, changing the relation is also an option. Hereby you keep contact with an informal and unconstrainted base, and you show interest for personal matters and interdependence.
4. Influence the Proces. Your goal is to increase the flexibility for your benefit. You get this if you search for new information, alternatives or run try outs. Also you can suspend the consultation and informaly ask your opponent for ideas.
If you know the style of your opponent you can analyse them better and recognize their strategy and tricks. You can choose to play their game in your benefit or use it for other opportunities.

Participate and leave a comment
Exchanging your ideas stimulates your personal and professional development. And you can help other people! Please motivate your point of view. You can still edit your comment for 3 hours.

Start a new forum topic


More on Negotiating and Bargaining
Negotiation Strategies and Tactics
Different Negotiating Types / Bargaining Styles
Tripartite Social Dialogue to Build Trust and Collaboration Among Government, Business and Labour
Rules and Tips for Price Negotiations
Negotiation: The Final Offer Arbitration Challenge
BATNA: Should you Accept or Reject a Deal?
The Ethics of Negotiations
Stages in the Negotiation Process (Manning & Robertson)
How to Avoid Legal Pitfalls of Negotiating Contracts?
🔥What is a Pre-Negotiation Agreement? Good Faith
Collective Bargaining : Role of Chairman?
Contract Lifecycle Management
Is Negotiation a Science or an Art?
What do you need to be a Smart Negotiator ?
Influence of Collective Bargaining in Public Sector
Best Practices
Four Principles for Effective Negotiation
Should you Negotiate Tough or Be Nice?
Preparing for a Negotiation: BATNA or Bottom Line?
Negotiating for Personal Purposes (Kolb)
Negotiating while Making Multiple Equivalent Simultaneous Offers: THE MESO STRATEGY
Issues in the Negotiation Process (Manning & Robertson)
Negotiating Without a BATNA
Asking Advice to your Counterpart in Negotiations
Negotiation Intentions of Mastenbroek
Special Interest Group

Are you interested in Negotiating and Bargaining? Sign up for free

Notify your students

Copy this into your study materials:

and add a hyperlink to:

Link to this discussion

Copy this HTML code to your web site:

Negotiating and Bargaining
Knowledge Center

About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
2021 12manage - The Executive Fast Track. V15.8 - Last updated: 12-5-2021. All names of their owners.