PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu
The story or narrative each bargainer tells herself about the negotiation. Your frame in a negotiation reveals how you understand what you and the other bargainer are negotiating and what you think the task ahead is. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 207)
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