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How can you use framing to negotiate better outcomes?

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Negotiating better outcomes is a key skill for conference organizers, whether it's with sponsors, speakers, venues, or attendees. But how can you influence the other party's perception of the situation and the value of your offer? One powerful technique is framing, which is the way you present and communicate your proposal. In this article, you'll learn what framing is, why it matters, and how to use it effectively in your negotiations.

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Brian Hall

Hallways International IDEAS DELIVERED Socially Connected Web SEO Publishing Virtually Everywhere

1 What is framing?

Framing is the process of shaping the context and meaning of a message or an issue. It involves selecting and emphasizing certain aspects of the information, while downplaying or omitting others. Framing can influence how the other party interprets the situation, their alternatives, their interests, and their emotions. For example, framing a sponsorship deal as an investment rather than a cost can make it more appealing to a potential sponsor.

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Brian Hall

Hallways International IDEAS DELIVERED Socially Connected Web SEO Publishing Virtually Everywhere
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Framing a primary Brand Message with Supporting Messaging that consistently adds clarity will help to guide a web visitor to the right Call to Action for each visit. Once the Brand Message Framing is in place, test and align it to get it right and tight.

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2 Why does framing matter?

Framing matters because it can affect the outcome of a negotiation in several ways. First, framing can help you establish rapport and trust with the other party, by showing that you understand their perspective and needs. Second, framing can help you create value and expand the pie, by highlighting the benefits and opportunities of your offer, rather than the drawbacks and risks. Third, framing can help you claim value and divide the pie, by anchoring the expectations and justifying your position, rather than conceding or compromising.

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Brian Hall

Hallways International IDEAS DELIVERED Socially Connected Web SEO Publishing Virtually Everywhere
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Framing is everything we do. Even when we don't think about it. So think about it. How you frame your Brand is how the prospect will see you and they will automatically set their beliefs and expectations to their Frame of your Frame. Unless they Frame first.

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3 How to use framing effectively?

To use framing effectively in your negotiations, you need to do three things: research, adapt, and test. First, research the other party's background, goals, preferences, and concerns. This will help you identify what frames are likely to resonate with them and what frames to avoid. Second, adapt your frames to the specific situation and audience. This means choosing the appropriate language, tone, and format to convey your message. Third, test your frames and observe the reactions of the other party. This will help you refine your frames and address any objections or questions.

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4 Examples of framing techniques

There are many framing techniques that you can use in your negotiations, depending on your objectives and strategies. For instance, positive vs negative framing involves presenting the same information in a positive or negative way to influence the other party's emotions and attitudes. For example, you could frame a speaker's fee as an investment in their personal brand, instead of a cost to their budget. Similarly, opportunity vs problem framing involves presenting the same situation as an opportunity or a problem, to influence the other party's motivation and behavior. You might frame a low attendance rate as an opportunity to create an exclusive and intimate experience, rather than a problem to solve. Additionally, option vs ultimatum framing involves presenting the same offer as an option or an ultimatum, to influence the other party's perception of their alternatives and power. For instance, you could frame a discount as a limited-time option, instead of an ultimatum to accept or reject.

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5 Tips for framing successfully

Successfully framing in negotiations requires following tips and best practices. It is important to be clear and consistent with your frames, as well as credible and ethical. Additionally, you should be respectful and empathetic towards the other party. Framing is a powerful tool that can influence the other party's perception and behavior, allowing for win-win solutions. Applying the principles and techniques of framing can make a big difference in your negotiations, so give it a try!

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you use framing to negotiate better outcomes?

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1 What is framing?

2 Why does framing matter?

3 How to use framing effectively?

4 Examples of framing techniques

5 Tips for framing successfully

6 Here’s what else to consider

Conference Organization

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How can you use framing to negotiate better outcomes?

1

2

3

4

5

6

1 What is framing?

2 Why does framing matter?

3 How to use framing effectively?

4 Examples of framing techniques

5 Tips for framing successfully

6 Here’s what else to consider

Conference Organization

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