No matter the industry, location, or role, internal negotiations shape organizational direction and overall outcomes.
Navigating these discussions requires a diverse set of skills, including the important negotiation technique of framing. In its most simple terms, framing revolves around how something is said. On the surface, this might seem straightforward, but can be incredibly complex. With the right approach, framing can transform the dynamics of internal discussions and turn common challenges into collaborative opportunities.
At RED BEAR, we focus on a tried and tested methodology that leverages the tools, knowledge, and skills negotiators need to tackle negotiations both in and outside the office. With 45% of the Fortune 500 utilizing our training, we are confident we equip your sales and procurement teams with powerful tools to drive results.
Let's explore and outline some benefits of the right approach to framing, and uncover why RED BEAR's Negotiation Principles drive successful outcomes regardless of where they take place.
What Is Framing And How Does It Impact The Negotiation Process?
At its core, framing is a technique negotiators use to structure the presentation of information or choices in negotiations. As we said before, it is ‘how' you say something, not just the relevant information. The way the other party perceives an offer or ask is almost as important as the request itself. As one might imagine, framing requires positive language and a clear understanding of the other party's priorities.
“The way the other party perceives an offer or ask is almost as important as the request itself.”
Framing has an impact on perception. When handled correctly, it can lead to favorable outcomes, making it easier to reach consensus. At the same time, negative framing can result in missed opportunities even if the solution being proposed can benefit the entire team.
A perfect example of this is the endowment effect, where people tend to attribute higher value to things merely because they own them.
Perceived Value and the Endowment Effect
By framing proposals in a way that aligns with what the internal stakeholders perceive as valuable, the likelihood of finding mutually beneficial solutions improves.
Imagine a team member is presenting a new project for approval to their sales manager. By framing it early in the negotiation as something the team will own rather than a personal initiative, they can create a strong sense of value and attachment that revolves around the team's commitment and overall project success.
While the team may already be adept and knowledgeable, they could use extra training to lock down their strategies as they head into a season with high demand.
By framing it in this context, the team leader is then sent to upper management to propose the training program. The focus remains on the program's enhancement to the team's existing skills and tools, making it a natural extension of what they already 'own' and value.
Because it was framed with a focus on shared goals, the chances that management will approve the training program improve. They feel the proposal is a high-value investment because they have a stronger sense of ownership over the team's overall success.
Leveraging Framing To Influence Decision-Making
In the context of internal negotiation, how you position your case going into the situation will define how your internal stakeholders frame that case and - more importantly - how they respond to it.
“How you position your case going into the situation will define how your internal stakeholders frame that case and - more importantly - how they respond to it."
Furthermore, by weaving together a consistent theme across every point of communication, you'll have a strong foundation for your point of view with your internal stakeholders. Present information in your case in a succinct, compelling way that clearly conveys value, rather than including too many data points, features, benefits, and more.
Framing the conversation in this manner allows you to better position yourself in every stage of the negotiation.
Negotiation Principles Designed To Improve Framing
Let's dig a little deeper by bringing in some of RED BEAR's Negotiation Principles. For example, the “Know the Full Range and Strength of Your Power” principle. While there are six different types of power in negotiation, we will focus on two that are important to understand in the context of internal discussions.
Organizational Power In Negotiations
Organizational power stems from your position within your organization, as well as the weight or reputation carried by your brand. But it is important to note that this can actually work against you in big organizations, as you’ll be considerably more aware of your weaknesses.
Regardless of where you stand within the organizational power structure, framing can help both parties involved. A skilled negotiator who has a clear understanding of this principle can leverage this to their advantage when presenting information during negotiations with other members of the company. It's not just about the individual, but rather the interests of the entire organization.
Let's say a particular department needs more resources, but it may be a tough negotiation because of budgetary restrictions.
A well-equipped negotiator might recognize that power might lie in the department's critical contribution to the company's recent successes. They frame their request by highlighting these successes and the potential for more. That's if they get the resources, of course.
Defining Needs Over Wants During Negotiations
Another key negotiation principle that impacts framing is “Satisfying Needs Over Wants.” Every team member has wants, but those who understand what the organization needs are more likely to find their negotiations fruitful simply because they can overcome different perspectives.
In the same negotiated agreement, a team member might be advocating for a particular policy change. While they could outline the benefits their team will receive, that strategy might fall flat. Instead, they focus on how this change aligns with the overall goals and values of the organization. By presenting the same information in the form of a need, the negotiation goes smoothly, and a win-win outcome can be found.
These simple shifts are powerful and can optimize results in the following areas:
- High-Stakes Negotiations: Internal budget allocations are always fraught with tension. Framing budget requests as not just a need for a single department but an investment in an area critical to the organization's goals is powerful.
- Reach Consensus: Conflicting interests can make it hard to find common ground, especially when negotiating. A frame change in negotiations around company direction might shift perspective from a fundamental move away from tradition to an evolution toward achieving long-term objectives.
- Conflict Resolution: In a scenario where there is internal resistance to a new operational process, use framing to shift the focus from the discomfort of change to the benefits of the process in enhancing efficiency and reducing workload. This can transform resistance into a collaborative effort to refine and implement the new process.
Mastering Framing For Better Internal Negotiations
Internal negotiations run the gamut from simple requests to proposals that change the fundamental direction of an organization. Regardless, framing plays an important role in the negotiation process and communication.
When team members master the RED BEAR negotiation methodology, including the Principles of Effective Negotiation, they learn to leverage the power of framing not just for their own benefit, but for their team and the broader organization. It's all about finding solutions that benefit both parties and crafting win-win outcomes.
That's what we teach here at RED BEAR. You won't find manipulative tactics or one-time-use strategies. Rather, your team will learn the fundamentals of successful negotiations.
But it's more than giving your team the best training available; it's about value.
For every dollar invested into our training workshops, our clients receive, on average, $54 back. That's the power of RED BEAR training.
