[Ous-lp-rp13] Chapter 3 of Getting Past No - Reframe

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Saretta, Ashton, Jessica

To reframe means to shift the “opponent’s” ideas from oppositional to
interest-focused. One must determine the opponent’s interests by asking
open-ended questions to dig deeper. A negotiator should use silence to
his/her advantage so that the opponent has an opportunity to share more
about their interests. S/he should attempt to shift from a “you-versus-me”
mentality to a “we” mentality. Finally, when reframing, a negotiator should
help the other side understand that both parties are collaborative, joint
force rather than adversaries.

-- 
Thank you,

*Jessica Orr*
English Teacher
Department Coordinator
Chillicothe High School
Phone: (740) 702-2287, ext. 16231

"You don't write because you want to say something, you write because you
have something to say."
       --F. Scott Fitzgerald
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