In this episode of Pricing College – Joanna covers the concept of framing – and how it can benefit you in a negotiation.

With framing – you can assume dominance or the moral high ground in a meeting or interaction and this can be used to great benefit. This can be a tactic often utilised by procurement professionals.

What can pricing managers learn in this regard?

TIME-STAMPED SHOW NOTES:

[00:44] Joanna explains that framing is used often in negotiation. Frames are points of view.
[01:20] We have all been in environments where we are being “framed”.
[02:00] Framing comes down to power structures.
[03:00] You need to be aware if you are being framed
[03:30] Joanna discusses 4 common frames; a time frame, the power frame, moral authority frame, the analyst frame
[05:15] Aidan tells a horror story.
[07:55] If you are not aware of framing – you can feel very uncomfortable.
[08:30] Power and framing can be always in flux.

LINKS MENTIONED IN TODAY’S EPISODE:

Pitch Anything – Oren Klaff

Frame control