#framing

#framing

We love to tell negotiation stories that end in triumph-clever closing tactics, brilliant last-minute saves, high-stakes brinkmanship. But according to Harvard Business School's Max Bazerman, that focus is misplaced. Most negotiations aren't won (or lost) at the table. They're shaped long before the first offer is made. In this HBR Executive Masterclass, Bazerman-renowned negotiation expert and author of Negotiation: The Game Has Changed -explains how great negotiators frame the conversation, build the relationship, and shape the context that will govern everything that follows.

After Robertson's killing, Thomas "engaged in an elaborate plan to frame a man named Shawn Bailey for her death," utilizing fabricated evidence and social media accounts.