BUSI 3706 Lecture 4: BUSI 3706 - WEEK 4 - Framing
2 Feb 2018
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Document Summary
Framing: a frame is the subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions. Important because different people look at the same situation (objectively) and interpret it quite differently. When it comes to framing in negotiation, the following three strategies can also help improve your business negotiation skills: offer manageable choices. Studies of consumer behavior suggest that people actually welcome fewer rather than more choices consequences for framing in negotiation. Iyengar and lepper (2000) set up a tasting booth of jams in a gourmet food store. All the jams were available for purchase on both weekends: weekend 1, shoppers were able to taste six different jams, weekend 2, shoppers were offered 24 jams to taste. In turn, their reactions tell you about their priorities: together, you can craft an agreement that accounts for everyone"s most important interests, be willing to be rejected.
