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Video of Framing Skills in Negotiation in Negotiation Skills course by Mediator Academy channel, video No. 13 free certified online
The concept of framing in negotiation explains how we describe our offers strongly affects how others view them.
For example, suppose a company offers a recruit a $20,000 increase over her current salary of $100,000. This offer same offer of $120,000 is more likely to appeal to her than an offer framed as a $30,000 decrease from her request of a $150,000 salary. Stressing what the other party would gain rather than lose is an essential form of framing in negotiation.
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