Framing technique in negotiation
A successful negotiation requires a lot from the participants, from the agenda to personnel, from questions to be asked to techniques to be used, etc. Framing is among the most commonly used techniques that may increase the chance of closing the deal. Unfortunately, some professional buyers underuse this technique. Now it’s time to re-learn the technique. In negotiation, framing is the way in which you describe your offer. For example, before offering a longer contract duration and simultaneously requesting a…