The essence of effective persuasion and negotiation comes down to the ability of courts "frames." Frame orients the reader or listener. It provides long term, we want the other party accepts, the rationale for the evidence that we present, and consistent model for the production of evidence. Building a frame consists of four main steps: 1) identification of specific objectives, 2) Conducting SWOT-analysis (strengths, weaknesses, opportunities, threats) analysis of the current state of the other side, 3) Identify key values and the other 4) Create a simple, bright , estimated claims ties on three sides. The frame must guide the decision-maker to evaluate the information of the particular point of view, which puts in the most favorable light to your offer. "Hide
by Lyle Sussman Source: Business Horizons 5 pages. Publication Date: July 15, 1999. Prod. #: BH028-PDF-ENG
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