[Strategy] Change Frames

When two parties negotiate around things that matter, changing frames is the ultimate collaborative goal.


People are stimulated by various outside forces, and then parties go ahead and begin to construct impenetrable frames.

In a negotiation, those frames are subjective, particularly when based on stimuli that come from their emotions. And emotions can distort parties’ predispositions based upon needs, desires, motivations and personal experiences.

The hard work between two parties comes in holding hands across the negotiation table, with parties that we don’t like, and breaking frames focused around:

  • Objectives
  • Expectations and
  • Preferences

Because remember, in a negotiation the problem will always be there tomorrow, but the relationship with the other party, may not be.

-Peace Be With You All-

Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: jsorrells@hsconsultingandtraining.com
Facebook: https://www.facebook.com/HSConsultingandTraining
Twitter: www.twitter.com/Sorrells79
LinkedIn: www.linkedin.com/in/jesansorrells/

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