[Ous-lp-rp13] Chapter 3 of Getting Past No - Reframe

Jessica Orr jessica.orr at ccsd.us
Sat Oct 27 10:34:51 EDT 2018

Saretta, Ashton, Jessica

To reframe means to shift the “opponent’s” ideas from oppositional to
interest-focused. One must determine the opponent’s interests by asking
open-ended questions to dig deeper. A negotiator should use silence to
his/her advantage so that the opponent has an opportunity to share more
about their interests. S/he should attempt to shift from a “you-versus-me”
mentality to a “we” mentality. Finally, when reframing, a negotiator should
help the other side understand that both parties are collaborative, joint
force rather than adversaries.

Thank you,

*Jessica Orr*
English Teacher
Department Coordinator
Chillicothe High School
Phone: (740) 702-2287, ext. 16231

"You don't write because you want to say something, you write because you
have something to say."
       --F. Scott Fitzgerald
-------------- next part --------------
An HTML attachment was scrubbed...
URL: <http://listserv.ohio.edu/pipermail/ous-lp-rp13/attachments/20181027/84b39355/attachment-0001.html>

More information about the Ous-lp-rp13 mailing list