The many faces of framing in negotiation

Druckman, Daniel and Druckman, James N. (2011) The many faces of framing in negotiation. In: Framing matters: perspectives on negotiation research and practice in communication. Peter Lang, New York, NY. USA, pp. 255-267. ISBN 978-143311149-5


The purpose of this book is to present a sampling of perspectives on the way that frames are used in research on negotiation and mediation. The authors have accomplished this purpose. We are treated to a rich menu of approaches that emphasize the concept of frames. The menu makes evident that the concept is elastic. It is used in different ways to provide an opening for the development of perspectives that reflect particular epistemological arguments. A number of the authors confront these differences by offering comparisons between their own and other approaches (see, for example, the contrast between cognitive and interactional approaches in the Dewulf et al., chapter). The comparisons illuminate a major contribution made by this book: to enliven the debate about how negotiation is to be construed. This commentary contributes to the debate by capturing the central themes of each chapter, elucidating dimensions that distinguish among the chapters, raising questions about missing links to similar concepts in the literature, and suggesting new directions for research on framing from relevant social science literatures. We begin with a discussion of the chapter themes in terms of framing metaphors.

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Item Type: Book Chapter (Commonwealth Reporting Category B)
Refereed: Yes
Item Status: Live Archive
Additional Information: Chapter 12. Permanent restricted access to published version due to publisher copyright policy (Peter Lang).
Faculty/School / Institute/Centre: Current - USQ Other
Faculty/School / Institute/Centre: Current - USQ Other
Date Deposited: 27 Jun 2012 04:59
Last Modified: 08 Aug 2017 01:18
Uncontrolled Keywords: international relations; negotiation; mediation; dispute resolution
Fields of Research (2008): 16 Studies in Human Society > 1606 Political Science > 160607 International Relations
20 Language, Communication and Culture > 2001 Communication and Media Studies > 200105 Organisational, Interpersonal and Intercultural Communication
20 Language, Communication and Culture > 2001 Communication and Media Studies > 200103 International and Development Communication
Socio-Economic Objectives (2008): C Society > 94 Law, Politics and Community Services > 9403 International Relations > 940399 International Relations not elsewhere classified

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