How can framing – alternative description of an object, event, or situation – can be used effectively in negotiations? A property dialog is used to three common types of framing illustrate: losses against gains, short and long horizons and aggregation and segregation.

How can framing – alternative description of an object, event, or situation – can be used effectively in negotiations? A property dialog is used to illustrate three common types of framing. Losses against gains, short and long horizons and aggregation and segregation
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George Wu
5 pages.
Publication Date: Apr 26, 1995. Prod #: 895 023 PDF-ENG
Framing and Negotiation Case HBR solution

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