Frames Are Shaped by Conversations That the Parties Have with Each

question 57

Multiple Choice

Frames are shaped by conversations that the parties have with each other about the issues in the bargaining mix.Which of the following factors can affect how the conversation is shaped?

• A) Negotiators tend to argue for stock issues,or concerns that are raised every time the parties negotiate.
• B) Each party attempts to make the best possible case for his or her preferred position or perspective.
• C) Frames may define major shifts and transitions in a complex overall negotiation.
• D) Multiple agenda items operate to shape issue development.
• E) All of the above contribute to the shaping of the conversation.

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