Negotiator Framing of Conflict and Changes in Framing Over Time
Sarah Ogilvie

• Intro - Declaration of Ownership - Acknowledgements - Abstract -
• Review - Negotiation And Conflict Frames - Negotiation - Definition of Negotiation and its Principal Features - Theoretical Approaches to the Study of Negotiation - Frames in Negotiation - Frame Convergence - Negotiation Stages - Shifts in Frame Use and Negotiation Outcomes - Synthesis And Development Of Conflict Frame Typology - Frame Conceptualisations - Frame Derivations - Frame Measurement - Frame Characterisations - Pilot Study - Motivational Orientation - Frame Use According to Motivational Orientation - Frame Shifts and Negotiated Outcomes by Motivational Orientation - Research Aims and Summary -
• Method - Participants - Measures - Procedure -
• Results - Results - Exclusion of Negotiation Cases - Analysis of Frame Data - Data Screening - Hypothesis Testing - Key Findings -
• Discussion - Discussion - Frame Use Between Motivational Conditions - Frame Shifts Across Time and Negotiated Outcomes - Implications of Findings - Theoretical Limitations - Methodological Limitations - Future research - Contributions to Research and Conclusions -
• References - References -