The many faces of framing in negotiation

Edited book (chapter)


Druckman, Daniel and Druckman, James N.. 2011. "The many faces of framing in negotiation." Donohue, William A., Kaufman, Sanda and Rogan, Randall G. (ed.) Framing matters: perspectives on negotiation research and practice in communication. New York, NY. USA. Peter Lang Publishing. pp. 255-267
Chapter Title

The many faces of framing in negotiation

Book Chapter CategoryEdited book (chapter)
ERA Publisher ID2934
Book TitleFraming matters: perspectives on negotiation research and practice in communication
AuthorsDruckman, Daniel (Author) and Druckman, James N. (Author)
EditorsDonohue, William A., Kaufman, Sanda and Rogan, Randall G.
Page Range255-267
Chapter Number12
Number of Pages13
Year2011
PublisherPeter Lang Publishing
Place of PublicationNew York, NY. USA
ISBN9781433111495
Abstract

The purpose of this book is to present a sampling of perspectives on the way that frames are used in research on negotiation and mediation. The authors have accomplished this purpose. We are treated to a rich menu of approaches that emphasize the concept of frames. The menu makes evident that the concept is elastic. It is used in different ways to provide an opening for the development of perspectives that reflect particular epistemological arguments. A number of the authors confront these differences by offering comparisons between their own and other approaches (see, for example, the contrast between cognitive and interactional approaches in the Dewulf et al., chapter). The comparisons illuminate a major contribution made by this book: to enliven the debate about how negotiation is to be construed. This commentary contributes to the debate by capturing the central themes of each chapter, elucidating dimensions that distinguish among the chapters, raising questions about missing links to similar concepts in the literature, and suggesting new directions for research on framing from relevant social science literatures. We begin with a discussion of the chapter themes in terms of framing metaphors.

Keywordsinternational relations; negotiation; mediation; dispute resolution
ANZSRC Field of Research 2020440808. International relations
470108. Organisational, interpersonal and intercultural communication
470104. International and development communication
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Byline AffiliationsPublic Memory Research Centre
Northwestern University, United States
Institution of OriginUniversity of Southern Queensland
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