Previous Chapter Chapter 6: Framing, Reframing, and Issue Development Next Chapter

Linda L. Putnam & Majia Holmer

In: Communication and Negotiation

Chapter 6: Framing, Reframing, and Issue Development

  • Citations
  • Add to My List
  • Text Size

Framing, Reframing, and Issue Development
Framing, reframing, and issue development
LindaL.Putnam and MajiaHolmer

A MAJOR CONCERN in negotiation is how to reach a settlement in which both parties share joint gains. Both popular and academic texts spend considerable effort prescribing effective ways to reach joint agreements (Fisher & Ury, 1981; Jandt, 1985; Lewicki & Litterer, 1985). These recommendations include concentrating on interests rather than positions (Fisher & Ury, 1981), engaging in problem solving (Lewicki & Litterer, 1985), avoiding conflict escalation (Pruitt & Rubin, 1986), and building trust and motivation to work together (Lewicki & Litterer, 1985). One of the first advocates of joint agreements. Mary Parker Follett (1942), claims that integration brings differences into the open and leads to a process of revaluation in which both parties ...

Looks like you do not have access to this content.

Login

Don’t know how to login?

Click here for free trial login.

Back to Top

Copy and paste the following HTML into your website