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.

---

Definitions:

Not Highly Scientific

A term describing approaches, methods, or theories that lack a strong basis in systematic empirical evidence or rigorous scientific methodology.

Safety Needs

According to Maslow's hierarchy of needs, these are basic requirements for security and protection, following physiological needs in priority.

Neurotic Adults

Individuals exhibiting chronic patterns of self-doubt, anxiety, and unrealistic expectations of perfection.

Case Study

An in-depth analysis of a particular individual, group, event, or situation over a period of time.