The Negotiation Club

Gain or Loss? Mastering the Art of Framing in Negotiation

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This podcast episode explores the negotiation tactic of framing, which involves strategically presenting information to influence the other party's perception and guide them towards a decision that benefits you. The podcast host, Philip, discusses this technique with Keenan, a former law student and participant in Philip's negotiation workshops.

Here's what listeners will gain from this podcast:

  • Understanding different framing approaches: The episode distinguishes between positive framing, which highlights the gains of accepting a proposal, and negative framing, which emphasises the potential losses of not accepting it.
  • Learning about loss aversion: The podcast explains the psychological principle of loss aversion, where people are more motivated to avoid losses than to achieve gains, making negative framing a potentially powerful tactic.
  • Practical application through examples: Keenan shares examples from negotiation competitions where he successfully used framing, illustrating how to apply this tactic in real-world scenarios.
  • Emphasis on practice: Both Philip and Keenan underscore the importance of practicing negotiation skills, highlighting that it helps identify effective tactics and builds confidence. The Negotiation Club is mentioned as a platform for individuals to safely practice and refine these skills.

    • By listening to this podcast, individuals can gain a deeper understanding of framing as a negotiation tactic, learn how to apply it effectively, and recognise the importance of practice in honing negotiation skills.

    NEGOTIATION CARD "Framing"

     

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    The Negotiation ClubBy Philip Brown