What are some effective ways to frame issues and interests in negotiation for Community Organizing?

1 What is framing?

Framing is the way you present and communicate your issues and interests to the other party or parties in a negotiation. Framing can influence how they perceive, interpret, and respond to your proposals, demands, and arguments. Framing can also affect how you understand and evaluate their positions and perspectives. Framing is not just about the words you use, but also the tone, body language, and context you convey.

2 Why is framing important?

Framing is important because it can shape the expectations, emotions, and attitudes of the negotiators, as well as the quality and quantity of information exchanged. Framing can help you establish rapport, trust, and credibility with the other party or parties, or it can create hostility, suspicion, and resistance. Framing can also help you identify and emphasize common ground, mutual benefits, and shared values, or it can highlight differences, conflicts, and trade-offs. Framing can also help you generate creative and integrative solutions, or it can limit your options and force you to compromise or concede.

3 How to frame issues?

Issues are the topics or problems that need to be resolved or addressed in a negotiation. When framing issues, it's important to consider how the other party or parties will perceive the scope, complexity, and importance of the issues, as well as their willingness and ability to engage with them. To achieve this, use neutral and descriptive language instead of judgmental or emotional language. Additionally, ask open-ended and specific questions to elicit more information and understanding from the other party or parties. It's also beneficial to use positive and constructive framing which focuses on desired outcomes and benefits, rather than negative and destructive framing which focuses on problems and costs. Finally, use inclusive and collaborative framing to emphasize interdependence and cooperation of the parties, rather than exclusive and competitive framing which emphasizes independence and opposition.

4 How to frame interests?

Interests are the underlying needs, values, and goals that motivate the parties in a negotiation. When framing interests, it is important to consider how the other party or parties will perceive the compatibility or incompatibility of your interests, as well as their willingness and ability to satisfy them. To do this effectively, use explicit and transparent language to reveal your interests and invite the other party or parties to do the same. Additionally, use empathetic and respectful language to acknowledge and appreciate the interests of the other party or parties, even if you do not agree with them. Furthermore, explore multiple and overlapping interests of the parties using comprehensive and integrative language, rather than focusing on single and competing interests. Finally, express your interests as preferences and options using flexible and creative language instead of rigid and fixed language.

5 How to frame power?

Power is the ability of the parties to influence the outcome of a negotiation. How one frames power can affect how the other party or parties perceive the balance or imbalance of power, as well as their willingness and ability to exercise or challenge it. To do this effectively, one should use realistic and objective language based on factual and verifiable sources of power, such as resources, relationships, alternatives, and legitimacy. Respectful and ethical language should be used based on principled and fair standards of power, such as reciprocity, transparency, accountability, and consent. Empowering and enabling language should be used to share and enhance power based on collaborative and mutual sources of power, such as trust, communication, creativity, and commitment.

6 How to frame relationships?

Relationships in a negotiation can be affected by how they are framed. To create positive relationships, it is important to use respectful, courteous language, rather than hostile or rude language. Additionally, use attentive and active language to show interest and engagement in the negotiation process. Appreciative and supportive language should be used to give and receive feedback and recognition. Finally, be consistent and trustworthy in following through with promises and agreements to demonstrate integrity and credibility.