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What is the meaning of 'framing' and how does it impact the way we negotiate? (Your own opinion)
What is the meaning of 'framing' and how does it impact the way we negotiate? (Your own opinion)
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Framing in the context of negotiation refers to the way information is presented to influence the other partys perception of a situation and guide their decisionmaking Its essentially about how you frame the picture of the negotiation Heres how framing impacts negotiation and why its important Impact on Perception Focuses Attention Framing highlights specific aspects of the negotiation drawing attention to your preferred points while potentially downplaying less favorable aspects Evokes Emotions The way you frame an offer or concession can trigger emotional responses in the other party influencing their willingness to compromise or accept certain terms Shapes Reference Points Framing can establish a baseline or reference point for the negotiation This anchor can influence the other partys perception of value and their counteroffers Benefits of Effective Framing Strengthens Your Position By strategically framing the negotiation you can subtly guide the ...
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Personal Finance
Authors: E. Thomas Garman, Raymond E. Forgue
13th edition
1337099759, 978-1337516440, 1337516449, 978-1337099752
