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.