framing
Framing is the negotiation technique of presenting an offer in a more attractive way without changing its substantive terms. This is typically accomplished by presenting the context of a concept, an occurrence, a method, or a question in order to sway perceptions and produce the desired result or response.
For example, someone offering a settlement would frame the settlement as a gain and the trial as a possible risk. Someone opposed to settling would frame the settlement as a risk and the trial as a possible gain.
[Last reviewed in January of 2023 by the Wex Definitions Team]
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