Does gain or loss framing change the deal?
Does gain or loss framing change the deal? — what studies show, and what they don't.
The research
Neale and Bazerman (1985, Academy of Management Journal) find gain-framed negotiators reach more agreements.
The limit
Simulated negotiations. (our executive and employee training programmes)
Practical check in Bern
Reframe proposals in terms of what the other side gains. To go further: explore the Advanced Negotiation training in Bern, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Bern
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