How can you influence negotiation outcomes with framing and reframing?

2 How to frame your position effectively?

To frame your position effectively, you need to consider three aspects: your goals, your interests, and your options. Your goals are what you want to achieve from the negotiation, while your interests are why you want to achieve those goals. Additionally, your options are the alternative courses of action you have if the negotiation fails. When framing your position, it's important to communicate your goals clearly and confidently without making unrealistic or excessive demands. You should explain your interests rationally and empathetically without disclosing any weaknesses or desperation. Lastly, explore your options creatively and flexibly without making threats or ultimatums.

3 What is reframing and why does it matter?

Reframing is the process of changing the meaning, interpretation, or implication of the other party's frame. It involves questioning, challenging, or rephrasing the other party's statements, assumptions, or emotions. Reframing can influence how the other party reacts to your frame, how they perceive their own position, and how they evaluate the deal. For example, if the other party frames their offer as a generous concession, you can reframe it as a fair compromise. If the other party frames their offer as a final offer, you can reframe it as a starting point.

4 How to reframe the other party's position effectively?

To reframe the other party's position effectively, you need to listen actively, ask questions, and use feedback. This means paying attention to not only what they say, but also how they say it and what they imply. Ask questions to probe their goals, interests, and options, as well as their logic, evidence, and emotions. Use feedback to summarize, paraphrase, or mirror their statements, expressing your understanding, appreciation, or concern. Additionally, you should listen actively for the underlying message, motive, or emotion behind the other party's frame. Ask questions to clarify, challenge, or expand their frame and reveal your own. And use feedback to confirm, correct or contrast their frame and influence their perception of yours.

5 How to deal with framing and reframing tactics?

Sometimes, the other party may use framing and reframing tactics to manipulate, deceive, or coerce you. For example, they may use anchoring, framing effects, or loss aversion to influence your expectations, preferences, or decisions. They may also use rhetorical questions, metaphors, or stories to persuade, impress, or intimidate you. To deal with framing and reframing tactics, you need to be aware, critical, and assertive. Being aware means recognizing the other party's framing and reframing tactics and their impact on you. Being critical means evaluating the other party's framing and reframing tactics and their validity and relevance. Being assertive means resisting the other party's framing and reframing tactics and asserting your own frame.