Framing and Negotiation Harvard Case Solution & Analysis

How can framing - an alternative description of the object, event, or situation - can be used effectively in the negotiations? Real dialogue property is used to illustrate the three main varieties of framing. Losses against profits, short and long horizons, and the aggregation and segregation "Hide
George Wu on 5 pages. Publication Date: April 26, 1995. Prod. #: 895023-PDF-ENG

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