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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.

Tabla de contenidos provista por Syndetics

• Introduction(p. 1)
• Section 1 Theory
• Chapter 1 An Interactional Approach to Framing in Conflict and Negotiation(p. 7)
• Chapter 2 An Interactionist Approach to Frames(p. 34)
• Chapter 3 Mindsets: Sensemaking and Transition in Negotiation(p. 51)
• Chapter 4 Framing Effects in Small-Group and Intergroup Negotiation: A Cognitive Perspective(p. 71)
• Chapter 5 Proposing a Debate on the Concept of Frames in Negotiation Enlightened by Psychoanalytical Insights(p. 95)
• Chapter 6 Framing Trust: Trust as a Heuristic(p. 110)
• Chapter 7 Analyzing Framing Processes in Conflicts and Communication by Means of Logical Argument Mapping(p. 136)
• Section 2 Applications
• Chapter 8 Framing in Public Decision Interactions: Transferring Theory to Practice(p. 167)
• Chapter 9 Framing Nature Conservation Experts and Expertise in the Drentsche Aa Area in the Netherlands: A Contextual Approach(p. 191)
• Chapter 10 ôDeath to Americaö: A Frame Analysis of Osama bin LadenÆs Declarations of War against the United States(p. 210)
• Chapter 11 Competing Claims in Public Space: The Construction of Frames in Different Relational Contexts(p. 234)
• Section 3 Reflection
• Chapter 12 The Many Faces of Framing in Negotiation(p. 255)
• Chapter 13 Dynamics of Frame Change: The Remarkable Lightness of Frames, and Sticky Frames(p. 268)
• Contributors(p. 277)
• Index(p. 283)

Notas de autor provistas por Syndetics

William A. Donohue is Distinguished Professor in the Department of Communication at Michigan State University, where he teaches and conducts research in conflict resolution processes.
Randall G. Rogan is Associate Dean of Wake Forest College at Wake Forest University. He conducts research in the areas of forensic discourse and crisis negotiations.
Sanda Kaufman is Professor of Planning, Public Policy, and Administration at Cleveland State University's Levin College of Urban Affairs, where she directs the Master of Arts in Environmental Studies Program. She conducts research in the areas of public decision making and conflict management.