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Negotiating in the Leadership Zone by Ken Sylvester

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Chapter 7

The Power and Influence of Frames

Abstract

What is the Leader-Negotiator (L-N's) “secret weapon”—frames. The complexity and power of frames are explored in this chapter. This chapter covers what frames are and highlights the “awesome power of the listening ear” by describing six frames that filter information. How filters override and influence how we classify information is further explained, connecting with Chapter 5, the need for Effective Questioning. To better understand the limitations of frames, we take a trip with Mohandas K. Gandhi from Britain to Germany. Four examples of framing and reframing illustrate the use of frames in everyday business activity. The chapter concludes that one frame will not fit all contexts.

Keywords

Filters; ...

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