I often start negotiation classes by noting that negotiation is a skill we all use.
We negotiate deadlines with colleagues. Expectations with partners. Rules with our kids. Even the conversations we have with ourselves (about what we should do or deserve) are forms of negotiation.
One powerful tool to use is FRAMING: the way we shape the situation, define the problem, and position the choices.
Framing doesn’t change the facts, but it does change how those facts are interpreted.
One of my favorite examples of this comes from a 1912 campaign mishap involving Theodore Roosevelt. His team had printed millions of brochures with his photo, only to realize they never got permission from the photographer. Copyright rules meant the photographer could legally charge a huge fee, equivalent to millions of dollars today.
The campaign manager could have panicked. Instead, he reframed the situation. He sent the photographer a message that basically said:
“We’re planning to distribute three million brochures featuring your photo. That’s incredible publicity. How much would you like to pay for the opportunity?”
The photographer quickly responded, apologizing that he could only afford $250.
Problem solved: same facts, different frame.
There is an important lesson in this story. We often accept the frame we’re given:
- “This is the only option.”
- “This is what you owe.”
- “This can’t be changed.”
But skilled negotiators know they can shift the story. As I say in my classes, FRAMING is king.
#framing #negotiation #skills #learning #leadership #collaboration #negotiation
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