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Sarah Ogilvie

This study explored the process of framing and reframing within negotiation and the way in which framing might influence the resolution of conflict. The study extended existing research by (a) treating the process of framing in negotiation as a dynamic activity and (b) categorising frames and linking the frequency of their occurrence to negotiation outcomes. To enable patterns in frame use to be observed, negotiators' motivational orientation was manipulated to create three types of dyads: cooperative, competitive and mixed. In discussing the current findings, the following discussion first addresses frame use according to motivational orientation and then addresses shifts in frame use within conditions as well as the relationship between shifts and negotiation outcomes.

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