Two psychological traps, anchoring and framing, and their role in the negotiations described. Anchor section describes how the first or open offer can be used effectively in the negotiations. Proposals to serve as the opening of an anchor, changing the perception of one of the sides in the bottom line on the other side and, consequently, the set of possible outcomes. Crop section describes how framing - alternative description, event or situation - can be used effectively in the negotiations. Property uses dialogue illustrate three common varieties of the frame. Losses compared to profits, both short and long horizons, and the aggregation and segregation "Hide
George Wu on 8 pages. Publication Date: August 1, 1996. Prod. #: 897036-PDF-ENG
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