Subject category:
Case Method and Specialist Management Disciplines
Published by:
Harvard Business Publishing
Version: 13 March 1996
Length: 5 pages
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https://casecent.re/p/45295
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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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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.