Discussion

You learned that a key issue in negotiation is framing. Framing allows people to evaluate situations, which lead them to pursue or avoid ensuing actions. Framing helps us to focus and organize, while making sense and meaning out of the world around us.

Box 5.1 in your textbook, "Chinese Negotiation Frames", identifies five concepts that someone attempting to negotiate in China should recognize. In which areas do you see similarities to our approach to framing? Where do you see differences?