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Reference no. 9-895-023
Published by: Harvard Business Publishing
Originally published in: 1995
Version: 13 March 1996
Length: 5 pages

Abstract

Describes how framing--alternative description of an object, event, or situation--can be used effectively in negotiation. Uses a real estate dialogue to illustrate three common varieties of framing: losses versus gains; short and long horizons; and aggregation and segregation.; Can be used as supplementary reading to highlight value claiming tactics.

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Abstract

Describes how framing--alternative description of an object, event, or situation--can be used effectively in negotiation. Uses a real estate dialogue to illustrate three common varieties of framing: losses versus gains; short and long horizons; and aggregation and segregation.; Can be used as supplementary reading to highlight value claiming tactics.

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