#PMI-PBA Article 16: Negotiation Strategy - Reframe:-

By reframing the negotiation, you’re able to use subtle differences and variations to produce remarkable differences in attitudes and behavior.

Whether it’s stonewalling, threats, or the “add-on” where someone throws in new demands at the end of a negotiation, below are three reframing strategies that can be used in the most difficult tactics. If executed properly, the result is both parties thinking of the negotiation as a joint problem-solving effort they’re tackling as partners instead of adversaries.

#Reframing Strategies:-

Three reframing strategies are:

1. Reframe to probe for hidden interests

2. Reframe to see the problem through a new lens.

3. Reframe from "you" and "me" to "we."

#Advantages of Reframing:-

Reframing can be useful in the following ways:

• To tone down on a blaming or critical statement and state in a positive frame.
• To shift from negative to positive.
• To shift from past to future.
• To identify the needs or concerns behind a stated position, which helps the clients to analyze their perspectives and clarify their thoughts.
• To identify the issue that needs to be resolved. This can be the start of building an agenda.?Be careful not to suggest or imply a solution in your reframe.
• To emphasize common concerns or common ground.
• To acknowledge emotions but not as a central focus.