What does the concept of "framing" refer to in negotiation?

Framing in negotiation refers to the way information is presented and how that presentation influences the perceptions and interpretations of the parties involved. It involves highlighting certain aspects of the information that may make it more appealing or beneficial to one side, while potentially downplaying other elements that could be less favorable. This technique can significantly shape the outcome of negotiations as it encourages negotiators to view situations through a specific lens, which can impact their decision-making and the overall dynamics of the negotiation.

Using framing effectively allows negotiators to guide discussions and steer outcomes in a direction that aligns with their goals. The importance of this concept lies in its ability to create a context or narrative that participants will respond to, ultimately playing a crucial role in how agreements are reached or disputes resolved.