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
- Spring '10
- Management, strong outcome frame, strong aspiration frame, strong process frame, certain negotiation issues