FRAMING THE DEAL: NO VERSUS YES

Has anyone enjoyed the experience of negotiating with a car dealer? Or enjoyed any form of negotiation at all? In Neuro-Semantics, we have trainings to become an effective trainer and coach. What if you wanted to create a training to become an effective negotiator, or use negotiation examples in your trainings? Where do you start?

I took a first step by researching the topic and identifying negotiating frames. I usually gain insight from people who explore the boundaries of existing dogma. So, I identified two successful negotiators who questioned the prevailing “win-win” paradigm. One of them conducted negotiations in life and death situations. The other was a negotiation coach in business. This essay is about frames I inferred from their approaches.