forum question 85

This is a class forum question to another students that needs a reply of at least 125 words. I would like for it to be in your own words.

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Framing is the subjective mechanism through which people evaluate and make sense of out a situation. The importance of framing is the fact that two or more people are involved in the same situation or complex problem see it in different ways. Frames is critical with negotiation because of how parties frame and define a negotiation problem with objectives that include their expectations. During a negotiation, it’s difficult to know what frame should be used unless the party informs someone byways of listening or word of mouth. Frames are found in several different context substantive, outcome, aspiration, process, identity, characterization and loss-gain.

Lewicki, R., Saunders, D., Barry, B. (2015) Negotiation

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