The Power and Challenge of Facilitating Reframing: Applications in Teaching Negotiation

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Gaining the ability to reframe (identify and significantly change their assumptions or perspectives) is a powerful learning opportunity, but it can be challenging to achieve. This session broadly introduces the issue and challenge of teaching reframing and then offers two short cases to facilitate reframing in negotiation. Participants in this session will negotiate and then debrief both cases. The cases are designed to produce “aha” (frame shifting) experiences. The cases will be made available to participants for their own use.

Author(s):

Mark Cannon    
Vanderbilt University
United States

Corbette Doyle    
Vanderbilt University
United States

Dayle Savage    
Vanderbilt University
United States

Deborah Butler    
Georgia State University
United States