Chinese Negotiation Frames vs. American Negotiation Frames

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This week you learned that a key issue in negotiation is framing. Framing allows people to evaluate situations, which lead them to pursue or avoid ensuing actions. Framing helps us to focus and organize, while making sense and meaning out of the world around us.

Box 6.1 in your textbook, “Chinese Negotiation Frames”, identifies five concepts that someone attempting to negotiate in China should recognize. In which areas do you see similarities to our approach to framing? Where do you see differences?

Your paper should be a minimum of 2 pages, double-spaced in 12 pt. font. Use proper spelling, grammar, and punctuation. Cite your sources.

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