Frames Are Important in Negotiation Because

question 70

Multiple Choice

Frames are important in negotiation because

• A) they allow parties to develop separate definitions of the issues.
• B) they can be avoided.
• C) disputes are often nebulous and open to different interpretations.
• D) do not allow negotiators to articulate an aspect of a complex social situation.
• E) all of the above

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Definitions:

Judgment Goal

A cognitive objective focusing on forming evaluations or decisions about a particular subject or scenario.

Development Goal

Objectives set for personal or organizational growth that guide progress towards achieving a larger aspiration or purpose.

Self-Improvement

The process of enhancing one's knowledge, status, character, or well-being through personal efforts and positive thinking.

Defensive Pessimists

Individuals who employ a strategy of setting low expectations and mentally preparing for negative outcomes to manage anxiety and perform well.