1. Negotiation Subprocesses
Kei Sugimoto
Iakovos Vazaios

2. Negotiating Rationally: The power and impact of negotiator’s frame
Decision making process
Parties decide what each will give and take
To reach a “good” agreement.
No agreement could be better
Rationality refers to the decision that maximizes the negotiator’s interest

3. The framing of negotiation
30$ example
Have you ever purchased an item because “it was too good of a deal to pass up”?
Value to the quality of the transaction What we get for what we pay

4. The framing of risky Negotiations
The way in which information is framed to the negotiator can have a impact on his/her preference for risk.
The way the problem is framed or presented is playing an important role for the decision.
Give the example with the automobile manufacturing co. and discuss.

5. The framing of risky Negotiations
Negative frame
Positive frame
The negotiator behaviors may arise from positive and negative frames within the context of the interaction.

6. The Endowment Effect
Owning something changes the nature of the owner’s relationship to the commodity
After an attachment is formed, the cost of breaking that attachment is reflected in the higher price
Understanding  Add value
Coffee mug example

7. Conclusion Framing  Negotiator tactics
The framing effect suggests that to induce concessionary behavior from an opponent
An important component in creating good agreement
To avoid the pitfalls of being framed your negotiating opponent