The Power and Challenge of Facilitating Reframing: Applications in Teaching Negotiation

Abstract

Reframing is the ability to identify and significantly change assumptions or perspectives. It is a powerful skill but can be difficult to learn and apply. This article presents two experiential exercises for teaching reframing in negotiations: the Rental Home case and the Multiplex Saw case. These exercises are designed to produce frame-shifting experiences (“aha” moments). The Rental Home case focuses broadly on the frames about the accuracy of perceptions. More specifically, there is a natural human bias toward believing that “reality is what I see” versus “much of what I believe is objective reality is actually just my perception.” The Multiplex Saw case focuses on frames related to inventing options for mutual gain or what might be described as “expanding the pie.” People tend to be biased toward framing negotiations as zero sum, which inhibits their ability to engage in creative, integrative bargaining.