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What are the two things to keep in mind about the effect of frames on risk in negotiation (according to Neale and Bazerman)?
On May 01, 2024
(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".