The Transformative Negotiator: Construct and Reconstruct Frames
People are bound to approach negotiations with preconceived notions about the topic and their negotiation partner(s). Assessing the negotiation frame sets the precedent for how you act and how your negotiation partner responds. The approach Michèle Huff advocates for in negotiation means the frame encompasses much more than solely the negotiation. In The Transformative Negotiator, the author explains how to expand the frame of negotiations. The chapter “Construct and Reconstruct Frames” highlights the ideal frame and how frames present opportunities for leverage. It is even possible to reframe what may be perceived as a disadvantage.
Frames range from individual components to the negotiation as a whole.
An example of an individual component is a lack of experience. In a career field, this seems like a disadvantage on paper, but it can be reframed as an asset. An employee who has not been taught other methods by other employers is more malleable, a potential strength to a company.
An example of reframing a negotiation as a whole is the responsibilities of a mediator. If one person frames themselves as the victim, a mediator may help them rephrase to a more neutral frame. Frames are not meant to be permanent; if a frame becomes limiting, do not be afraid to expand. Try not to become attached to a certain frame, as it could be holding you back.
The frame of a negotiation is meant to support a successful outcome for both parties. A frame that only considers your goals and not those of your negotiation partner, or vice versa, is not a productive frame. The ideal frame is wide and flexible to accommodate a flowing discussion. Much of the guidance in The Transformative Negotiator can be applied across the board, elements connect, and have similar parameters. Connections, interdependence, and mindfulness are the building materials for the frame.
Michèle Huff is a transactional lawyer with decades of experience negotiating for global corporations, universities, and individual clients. She is the Executive Director of Business Contracts and Brand Protection at UC Berkeley, overseeing contracts, intellectual property, and brand management. Previously, she was the University of New Mexico’s senior lawyer for research and technology and co-founded a Silicon Valley software start-up. A skilled speaker and educator, Michèle has taught negotiation and intellectual property courses and led workshops nationwide. Learn more at www.michelehuff.com