Cognitive Framing in Negotiations

The video explores cognitive frames in negotiation, explaining how they help us process information and evaluate situations. It covers various types of frames, including interest-based, rights-based, and power-based frames, and discusses how these frames can change depending on the negotiation context. The video also delves into specific frames like substantive, outcome-based, aspirational, process-based, identity, characterization, and loss-gain frames, highlighting their impact on negotiation strategies.

How does the aspirational base frame differ from other cognitive frames?

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What role does identity play in the negotiation process according to the text?

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Explain the concept of a loss-gain frame in the context of negotiation.

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