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?

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

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