Publications
Publications
- April 1995 (Revised March 1996)
- HBS Case Collection
Framing and Negotiation
Abstract
How can framing--alternative description of an object, event, or situation--can be used effectively in negotiation? A real estate dialog is used to illustrate three common varieties of framing: losses versus gains; short and long horizons; and aggregation and segregation.
Keywords
Citation
Wu, George. "Framing and Negotiation." Harvard Business School Background Note 895-023, April 1995. (Revised March 1996.)