To what extent does the way you frame a problem influence the outcome of negotiation?

The way you frame a problem definitely influences the outcome of negotiation whether it be in a positive or a negative way. Framing an issue in negotiations basically means focusing attention on one aspect of an issue while leaving other aspects out. The reason for leaving some aspects out would be because they're not relevant to the main cause or they may not peak interests. For example, when negotiation the offer for a new job my main focus is the annual salary and benefits, because I know what I need to bring home in order for my family to be stable. I like to have a target point, when asked what salary did I have in mind, because this allows the company to understand that bare minimal is unacceptable. Most employers will take advantage of paying the lowest salary if you don't have an idea of what you should be asking for. This also sets the tone for the rest of the conversation, because the employer will let you know at that point what the normal hiring salary is for people hired in the position applied. For me, the response normally determines if I'm interest to hear more and/or if I need to sell myself in a way the employer see the value I'll be adding to the company. Frames are critical in negotiation because of how parties frame and define a negotiating issue or problem is a clear and strong reflection of what they define as central and critical to negotiating objectives, what their expectations and preferences are for certain possible outcomes, what information they seek and use to argue their case, the procedures they use to try to present their case, and the manner in which they evaluate the outcomes actually achieved (Lewicki).

How does the interaction change between parties over time?

Interaction can change between parties over time if each party doesn't have trust and understanding of each's other goals. Emotions can also affect negotiation and change over time. Positive emotions can help facilitate a more favorable outcome, and feelings like anxiety and nervousness can be channeled to achieve success. Negative emotions can come with high costs at the bargaining table. For example, Mr. Smith and Mr. Schmidt were working toward the same end goal for the museum ultimately, but the negative emotions they shared towards each other over time resulted in a detrimental decision made by Mr. Smith.

How do the interaction processes relate to inputs and outcomes over time?

Interaction processes will change over time depending on each parties input. Starting off interactions tend to be strong in order to get objectives on the table, but over time interactions will die down for information to be reviewed and considered. For example, when negotiating the salary for a new job, if the other party is neglecting to bargain on the base salary and decides I have to take what they are offer, I may turn down the offer from negative emotion instead of continuing to negotiation other things to compensate for the lack of. Interactions will be determined based off if the company wants to make a counter offer or just leave the situation alone all together.

How do the tactics used by the parties affect the development of the negotiation?

Tactics are short-term, adaptive moves designed to enact or pursue broad (or higher-level) strategies, which in turn provide stability, continuity, and direction for tactical behaviors (Lewicki). A tactic for applicants to get close to the salary they want would be to ask for a larger salary with an idea of taking a lower number that they can feel comfortable with accepting. This also leaves room for negotiation on the employer and applicants agenda's to contribute to the development of the negotiation.

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