Asked by Alejandro Bernal on May 01, 2024
Verified
What are the two things to keep in mind about the effect of frames on risk in negotiation (according to Neale and Bazerman)?
Effect of Frames
The impact of how information, choices, or situations are presented on people’s perceptions, decisions, and actions.
Risk in Negotiation
The potential for losses or negative outcomes that might occur as a result of engaging in a negotiation process.
- Explore the contribution of framing to the structuring and success of negotiations.
- Understand the principles associated with risk perceptions and their consequences for framing discussions in negotiations.
Verified Answer
VS
Vanessa SparrowMay 01, 2024
Final Answer :
(1)negotiators are not usually indifferent to risk,but (2)they should not necessarily trust their intuitions regarding it.In other words,negotiators may overreact to a perceived loss when they might react more positively to the same situation if it is framed as a perceived gain.Hence,as a negotiator you must "avoid the pitfalls of being framed while,simultaneously,understanding positively and negatively framing your opponent".
Learning Objectives
- Explore the contribution of framing to the structuring and success of negotiations.
- Understand the principles associated with risk perceptions and their consequences for framing discussions in negotiations.
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