negative frame

The following items are tagged negative frame:

Conflict Management – Evenhanded Decision Making

Posted by & filed under Conflict Resolution.

As discussed in past articles, anchoring and framing can bias important decisions in negotiation. A buyer may make a more generous offer than she intended, for example, after a seller drops anchor on a bold demand. A litigant who focuses on his chances of winning in court – a positive frame – may be less … Read More 

The Ambidextrous Negotiator

Posted by & filed under Negotiation Skills.

Adapted from “Evenhanded Decision Making,” first published in the Negotiation newsletter, May 2006. As discussed in past issues of the Negotiation newsletter, anchoring and framing can bias important decisions in negotiation. A buyer may make a more generous offer than she intended, for example, after a seller drops anchor on a bold demand. A litigant who … Read More 

Make Your Best Offer Look Better

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Picking the Right Frame: Make Your Best Offer Seem Better,” by Max H. Bazerman (professor, Harvard Business School), first published in the Negotiation newsletter. Imagine that you bought a house in 2000 for $400,000. You have just put it on the market for $499,000, with a real target of $470,000—your estimation of the house’s … Read More