framing negotiation

framing negotiation - Four Process This is the way the...

Info iconThis preview shows page 1. Sign up to view the full content.

View Full Document Right Arrow Icon
A frame is the subjective means through which people evaluate and make sense out of situations, leading them to pursue or avoid consequent action. Framing is about focusing, shaping, and organizing the world around us. Frames define individuals, event, or process and separate it from the complex world around it. There are many types of frames. Some examples of frames that parties use in disputes are: One. Substantive. This is what the conflict is about. Those using a substantive frame have a certain disposition about the main issue or concern in the conflict. Two. Outcome. This is a party’s predisposition to achieving a certain result or outcome from the negotiation. Parties who have a strong outcome frame are more likely to engage mainly in win-lose or lose-lose negotiations. Three Aspiration. This is a predisposition to satisfy a broader set of interests or needs in negotiation. Those with a strong aspiration frame are more likely to be primarily engaged in win-win negotiations.
Background image of page 1
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: Four. Process. This is the way the parties will go about resolving their conflict. Negotiators with a strong process frame are less likely than others to be concerned about certain negotiation issues but more concerned about how the deliberations will proceed, or how the conflict should be managed. Five. Identity. This is how the parties define who they are. Six. Characterization. This is how the parties define the other parties. While identity frames of self tend to be positive, characterization frames of others tend to be negative. And seven. Loss-gain. This is how the parties define the risk or reward associated with certain outcomes. It is normally difficult to know the frame a party is using unless he or she tells you. You might listen to or read the party’s exact words or make inferences from the party’s behavior. But even then, interpretations may still be difficult and erroneous....
View Full Document

Ask a homework question - tutors are online