Question

Have you experienced any type of negotiation when the power of framing, process, or empathy was instrumental in reaching agreeable terms? Give an example. At the time, did you realize that this power was being used by either party to achieve the desired outcome?

Answer 1

Yes, I have seen the example where the power of Framing was used to close a deal while negotiating with another party. In the framing technique, the framer or the one negotiating the deal would define the issue at stake in such a manner where the deal is closed reaching a winning stage in an argument. For example, I saw a customer entering into a store where the main focus of the customer was to buy a electric appliance that is cost effective and fits right into the budget. The salesman pointed out an expensive appliance saying that this would save the energy and frames the same expensive purchase an environmentally responsible activity. The customer felt that this expensive purchase would be a right option to do as it is morally right and buys the same expensive appliance. Thus, in this situation we can see that the salesman reframed thw issue where the focus from the cost was shifted to the percieved ethics and moralty of the purchase. This framing is a negotiation technique that could be used anywhere and turns out to be effective most of the times.

While seeing the same situation, nobody feels that the same power is used onto one another. This framing technique is a well versed negotiation techniques which the framer who is using is only aware about making the communication be so effective that the person he is trying to frame through his technique understands and is persuaded with the same way giving the attention to an entire different issue rather than the primary one.