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Frames of Mind: Good Negotiations Can Depend on Finding the Right Approach to the Issues
Posted By PON Staff On December 17, 2010 @ 9:00 am In Daily,Negotiation Skills | No Comments
Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets for Negotiating with Government)
The way you characterize or frame a situation can influence people’s thinking in a negotiation. Setting the terms can help, or hinder, your side. In this article, the author discusses three kinds of frames that are particularly important in negotiating and their effect on the final outcome.
Read more. [1]
Article printed from Program on Negotiation at Harvard Law School: http://www.pon.harvard.edu
URL to article: http://www.pon.harvard.edu/daily/negotiation-skills-daily/frames-of-mind-good-negotiations-can-depend-on-finding-the-right-approach-to-the-issues/
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[1] Read more.: http://www.tufts.edu/alumni/magazine/fall2009/columns/life.html
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