CPN Anchoring & Framing Strategies Flashcards

What does 'issue framing' accomplish in a multi-issue negotiation?

Answer: It defines which issues are linked and how they relate to each party's priorities, shaping available trade-offs

Issue framing determines how issues are grouped, ordered, and connected, which shapes what trade-offs are available and what outcomes are reachable.

The 'door-in-the-face' technique works because:

Answer: After rejecting a large request, people feel more obligated to accept a smaller follow-up request

Door-in-the-face leverages contrast and social obligation: after saying no to a large request, people feel compelled to accept a more reasonable follow-up.

The 'foot-in-the-door' technique in negotiation involves:

Answer: Securing small initial commitments that build consistency and lead to larger agreements

Foot-in-the-door relies on commitment and consistency — small initial yeses create a pattern that makes larger subsequent requests feel natural.

What is 'temporal framing' in negotiation?

Answer: Presenting costs or benefits in short-term vs. long-term perspectives to alter the attractiveness of an offer

Temporal framing shifts the time horizon to make an offer appear more or less attractive depending on the counterpart's short-term or long-term priorities.

What does 'legitimacy framing' involve in professional negotiation?

Answer: Using written standards, objective precedents, or recognized policies to justify positions as fair

Legitimacy framing uses objective criteria — published rates, legal precedents, industry norms — to make your position appear principled rather than self-interested.

Why is it important to test and adjust your framing throughout a negotiation?

Answer: Because different frames resonate differently depending on each counterpart's values and priorities

Effective negotiators monitor how their frames land and adapt messaging to align with what the counterpart values most, increasing persuasive impact.