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Framing Matters

Perspectives on Negotiation Research and Practice in Communication

William A. Donohue, Randall G. Rogan and Sanda Kaufman

The framing metaphor is commonly used in negotiation and communication research to characterize how individuals place interpretive and linguistic boundaries around phenomena, objects, or events. This book develops this construct, exploring its potential to provide research insights, and illustrating new strategies for further development. Divided into three sections, the book first captures the breadth of the theoretical framing construct, then focuses on the many ways in which the construct has been researched and applied. The final section reflects on the construct’s potential, and its value in understanding negotiation.
An inspiring group of contributors – all experts in framing theory and conflict/negotiation management – outline how the framing construct is viewed theoretically by research scholars, and in the field by conflict resolution practitioners.
Contents: William Donohue/Randall Rogan/Sanda Kaufman: Introduction – Art Dewulf/Barbara Gray/Linda Putnam/René Bouwen: An Interactional Approach to Framing in Conflict and Negotiation – William A. Donohue: An Interactionist Approach to Frames – Mara Olekalns/Philip L. Smith: Mindsets: Sensemaking and Transition in Negotiation – Petru L. Curşeu: Framing Effects in Small-Group and Intergroup Negotiation: A Cognitive Perspective – Laurence de Carlo: Proposing a Debate on the Concept of Frames in Negotiation Enlightened by Psychoanalytical Insights – Roy J. Lewicki/Chad T. Brinsfield: Framing Trust: Trust as a Heuristic – Michael H.G. Hoffmann: Analyzing Framing Processes in Conflicts and Communication by Means of Logical Argument Mapping – Sanda Kaufman/Deborah Shmueli: Framing in Public Decision Interactions: Transferring Theory to Practice – Séverine van Bommel/Noelle Aarts: Framing Nature Conservation Experts and Expertise in the Drentsche Aa Area in the Netherlands: A Contextual Approach – Randall G. Rogan: «Death to America»: A Frame Analysis of Osama bin Laden’s Declarations of War against the United States – Noelle Aarts/Maartje van Lieshout/Cees van Woerkum: Competing Claims in Public Space: The Construction of Frames in Different Relational Contexts – Daniel Druckman/James N. Druckman: The Many Faces of Framing in Negotiation – Peter J. Carnevale: Dynamics of Frame Change: The Remarkable Lightness of Frames, and Sticky Frames.