How do you apply framing in making an offer? Take a look at this from Harvard PON’s blog, including another post on 5 strategies to try.
Research by Max Bazerman, Margaret Neale, and Tom Magliozzi finds that people tend to resist compromises—and to declare impasse—that are framed as losses rather than gains. Suppose that a company offers a recruit a $20,000 increase over her current salary of $100,000. This offer same offer of $120,000 is more likely to appeal to her than an offer framed as a $30,000 decrease from her request of a $150,000 salary. Stressing what the other party would gain rather than lose is an important form of framing in negotiation.
Source: Framing in Negotiation – PON – Program on Negotiation at Harvard Law School
The way that a diplomat looks at the world matters. Civilizations and, today, nation-states, have differing views on the way the world works. A Chinese approach to diplomacy takes a different time-horizon than many Western countries, who tend to be focused on the short-term.
But what happens when you see the world as a business deal, or a zero-sum negotiation? What are the moral implications? Writing in the New York Times, columnist David Brooks draws a line between the values that shape our worldview–with an eye toward a few of the U.S. administration’s leading figures.
Good leaders like Lincoln, Churchill, Roosevelt and Reagan understand the selfish elements that drive human behavior, but they have another foot in the realm of the moral motivations. They seek to inspire faithfulness by showing good character. They try to motivate action by pointing toward great ideals.
Realist leaders like Trump, McMaster and Cohn seek to dismiss this whole moral realm. By behaving with naked selfishness toward others, they poison the common realm and they force others to behave with naked selfishness toward them.
By treating the world simply as an arena for competitive advantage, Trump, McMaster and Cohn sever relationships, destroy reciprocity, erode trust and eviscerate the sense of sympathy, friendship and loyalty that all nations need when times get tough.
via David Brooks in The New York Times, The Axis of Selfishness