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Abstract

The essence of effective persuasion and negotiation comes down to the ability to craft "frames." A frame orients a reader or listener. It provides the perspective we want the other party to adopt, a rationale for the evidence we present, and the sequential pattern for presenting that evidence. Building a frame consists of four basic steps: 1) Determine your specific objective; 2) Conduct a SWOT (strengths, weaknesses, opportunities, threats) analysis of the other party''s current status; 3) Determine the other party''s core values; and 4) Write a simple, vivid, evaluative statement linking the three sides. The frame must orient a decision-maker to assess information from the specific perspective that casts the most favorable light on your proposal.

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Abstract

The essence of effective persuasion and negotiation comes down to the ability to craft "frames." A frame orients a reader or listener. It provides the perspective we want the other party to adopt, a rationale for the evidence we present, and the sequential pattern for presenting that evidence. Building a frame consists of four basic steps: 1) Determine your specific objective; 2) Conduct a SWOT (strengths, weaknesses, opportunities, threats) analysis of the other party''s current status; 3) Determine the other party''s core values; and 4) Write a simple, vivid, evaluative statement linking the three sides. The frame must orient a decision-maker to assess information from the specific perspective that casts the most favorable light on your proposal.

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