In this video i'd like to talk to you
about what our
cognitive frames are cognitively framing
a negotiation. Okay so to start with, in a
prior video we talked about perception
and that's how we come into contact with
and
and process the information context that
we come into
as part of the communication process.
Cognitive frames are frameworks or
paradigms that we
use in terms of how we once again
evaluate and
understand information in everything
that we bring in
right it's a form of organizational
structure that we use mentally
to understand situations right to
evaluate the potential
consequences or outcomes of our actions
to
evaluate you know the individual
characteristics of the scenario
okay. Now probably the most recognized in
terms of
prior research cognitive frames are
those
of either an interest-based frame and
these are broader categories
but interest based frame that's where
you focus on the interest at stake a
rights-based
rights-based frame in which you focus
upon
the your rights in the negotiation or
what you believe
you deserve in terms of the negotiation
and that can be either the process or
the substantive interest
and lastly a power-based frame and that
is you see it
as an opportunity or a
need or desire to once again uh
force your will upon the other person
right to coerce their activity towards
your desired outcome. Now in prior videos
uh we've talked about uh interest based
right space and power based frames more
in the context of your motivational
orientation
for how you approach the execution of a
strategy
that is your disposition and how these
motivational orient or
motivations affect your choice of
orientation
in the negotiation process okay. So that
being said
it is important to note that cognitive
frames tend to change based upon
the nature of the negotiation the other
party the situation
context all of those things so it's not
um not unheard of or
it should be expected that a cognitive
frame can develop or shift
between different negotiations. Now that
being said
I think it's important to identify some
other
perhaps commonly understood
cognitive frames that you may see in a
negotiation and these could be
subcategories of these broader
categories
or once again just more specific frames
that you may see in the negotiation
process.
First a substantive frame and basically
that's looking at
the substantive interest that is what is
at stake in the negotiation what is it
that you are negotiating
over. A focus upon that and a framework
built around that
right that everything uh permeates from
that but that's the center of the frame
that's the center of your focus
in terms of how you process information.
Next
an outcome-based frame that is the
ultimate result right of the negotiation
that's your focus
that's your objective everything
permeates from there your framework is
focused
again on what the outcome could be
potential outcomes that type of thing
right
so and then your actions once again and
how you process information
uh is is framed around that.
Next an aspirational base frame and
that's less
about what the actual outcome of the
negotiation will be
as it is what you want in the
negotiation and it can be even
interest or uh that are outside of the
negotiation the larger context for you
that you want for the resolution of the
situation
right so it's again an aspirational base
frame because once again it's larger
than the particular outcome there of the
negotiation and that's how you process
things
so it's more of a holistic view of the
negotiation process
okay. Process based frame
and that's more procedure based that
tends to be very focused on rights
right in terms of the procedural rights
that you have towards fairness
right and trust in the negotiation
okay so you know you're focusing there
that the negotiation process is done
correctly that you're afforded your due
rights
procedurally as to what you deserve
there in terms of the negotiation
process
okay. Next would be identity that is the
frame
you're working with you see your
identity or your position
in the negotiation as being associated
with
your identity right or oftentimes the
identity of a larger group like that is
very common in politics where you see
uh the view of the common political
group as part of your identity and where
you stand
on all issues right that all these
issues you'll simply adopt because
you're part of this group and that is
part of your overall identity
type scenario so once again it can it
can
drastically affect how you process
information as part of a negotiation.
Characterization okay this is the next
one it's
once again where you're trying to
attribute some attributes
to the context or the other person or
the information so
you focus upon what character you
ascribe
generally to the other party in the
negotiation and you process things from
there
this has a tendency to lead to a lot of
cognitive distortion because once again
the
you're projecting the uh aspects of the
other person onto the situation
and that emanates from there okay.
And then a lost gain frame and that's a
um you know what are the benefits what
are the negatives
of the of the potential outcomes or
of negotiating of the situation right.
So basically you're saying what you know
could be the downside what could be the
upside
what is the combination how can you
mitigate risk against the other
so once again it's a framework that that
focuses on plus minuses
right of of a given situation and how
you evaluate it.
These are just examples there are
probably many more
that you could think of or or identify
through prior research that
are extent cognitive
frames but nonetheless these are good
examples to help you understand
how cognitive frames have an effect on
the negotiation process.