One of the most important aspects of framing as issue development is the process of reframing, or the manner in which the thrust, tone, and focus of a conversation change as the parties engage in it.
Reframing is or occurs:
A) the way parties challenge each other, as they present their own case or refute the other's.
B) a dynamic process that may occur many times in a conversation.
C) when using metaphors, analogies, or specific cases to illustrate a point.
D) and may be used intentionally by one side or the other.
E) all of the above apply to reframing as parties often propose new ways to approach a problem
Answer: E
Negotiation
- When working to create a new approach that may include aspects of either home culture or adopt practices from a third culture, negotiators are using what approach?
- The "embrace the other party's approach" strategy involves
- "Coordinating adjustment" involves
- "Adapting to the other party's approach" is best used by parties with
- Which of the following lists only joint strategies for cross-cultural negotiations?
- Which of the following strategies should negotiators with a low familiarity with the other culture choose?
- According to Weiss, when choosing a strategy, negotiators should
- According to Graham, which of the following statements would be characteristic of a Japanese negotiator?
- In group-oriented cultures
- Risk-avoiding cultures will
- What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?
- Power distance describes
- Power distance describes
- The individualism/collectivism dimension describes
- The "culture-as-shared-value" approach
- Which of the following is not one of Janosik's four ways that culture is used in international negotiation?
- Which of the following factors most influences relative bargaining power?
- Political and legal pluralism can make cross cultural negotiations more complex because
- Which of the following is an immediate context factor in cross-cultural negotiations?
- According to Salacuse, which of the following is not a factor in the environmental context of negotiations?
- We use the term "culture" to refer to the
- There is a growing body of evidence that suggests that women are at a disadvantage in negotiations as compared to male negotiators. The nature of this disadvantage may occur in
- Which of the following are likely to "level the playing field" for women who seem to be at a disadvantage in negotiations?
- Women tend to fare worse on salary negotiations because:
- Identify the one result from among the following empirical findings on gender differences that is not true.