The essence of effective persuasion and negotiation will lead to the ability to craft “frames”. A framework based a reader or listener. It offers the perspective that we want the other party to take, a justification for the evidence we present, and the sequential pattern for the representation that the evidence. The construction of a frame consists of four basic steps: 1) Determine your specific goal, 2) Perform a SWOT analysis (strengths, weaknesses, opportunities, threats) analysis of the current status of the other party, 3) Deter … Read more »

The essence of effective persuasion and negotiation will lead to the ability to craft “frames”. A framework based a reader or listener. It offers the perspective that we want the other party to take, a justification for the evidence we present, and the sequential pattern for the representation that the evidence. The construction of a frame consists of four basic steps: 1) Determine your specific goal, 2) Perform a SWOT analysis (strengths, weaknesses, opportunities, threats) analysis of the current status of the other party; 3) Determine the other party core values, and 4) Write a simple, clear, evaluative statement linking the three sides. Must orient the frame a decision maker to consider information from the specific perspective that casts the best light on your proposal.
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Lyle Sussman
Source: Business Horizons
5 pages.
Publication Date: Jul 15, 1999. Prod #: BH028-PDF-ENG
As a telegram: The Art of Persuasion and Negotiation Case HBR solution