CPN Anchoring & Framing Strategies Flashcards

What is 'reactive devaluation' in negotiation?

Answer: The tendency to undervalue proposals simply because they come from the other side

Reactive devaluation is the cognitive bias of automatically undervaluing proposals from an opponent, regardless of their actual merit.

How does 'reframing' help in a difficult negotiation?

Answer: It shifts the perspective on an issue to move from positions to interests, making new solutions visible

Reframing shifts conversation from rigid positions to underlying interests, often revealing creative solutions that positional bargaining would obscure.

The 'contrast principle' in negotiation suggests:

Answer: Presenting an extreme option first makes a subsequent moderate option seem more reasonable by comparison

The contrast principle means that presenting an extreme option first creates a reference point that makes a subsequent moderate offer appear far more attractive.

What does 'scarcity framing' involve in a negotiation context?

Answer: Emphasizing limited availability or a closing window to increase the perceived value of an offer

Scarcity framing increases perceived value by emphasizing that the opportunity is limited and may not remain available, triggering urgency.

What is 'social proof' framing in negotiation?

Answer: Referencing others who have accepted similar terms to normalize and legitimize your offer

Social proof framing cites comparable parties who have accepted similar terms to reduce resistance and normalize your position.

How can a negotiator effectively use 'authority framing'?

Answer: By invoking external standards, benchmarks, or recognized authorities to present a position as objective and fair

Authority framing grounds your position in external standards — market rates, industry norms, legal precedent — making it appear principled rather than self-serving.