Negotiations
READ ARTICLE ATTACHED
In the framing article, Neale and Bazerman talk about trying to help negotiators to be aware of certain cognitive biases so as to behave more rationally (as an aside, note that they mean “rational” in terms of furthering interests in general, whereas the “economically rational” term we have used has to do with furthering economic interests in particular). For this reaction paper, I want you to reflect on what they have to say about negotiations being positively framed and negatively framed.
Specifically, there are two steps for this paper.
(1) Take one business negotiation from past and write reflection on the impact of positive and or negative framing. This can involve what happened from a framing perspective, what might have happened with framing things differently, how risk-aversion or risk-seeking was or might have been involved, how concessions and outcomes might have changed, etc.
(2) Conduct a similar analysis of some negotiation you have seen play out in the public realm. An example ripe for such an analysis should be readily findable on the internet if nothing comes to mind.
This could be from the world of general news, entertainment, sports, politics (if you go this route, please keep your own politics out of it),