Final answer:
Research has shown that positively framed negotiators are more successful than negatively framed negotiators. Positive framing creates a more favorable impression and elicits a more cooperative response. Studies have found that positive framing leads to better outcomes in various negotiation scenarios.
Step-by-step explanation:
Research has shown that positively framed negotiators are more successful than negatively framed negotiators. When negotiators frame their proposals or offers in a positive manner, it tends to create a more favorable impression and elicit a more cooperative response from the other party. For example, if a negotiator presents the benefits and advantages of their proposal rather than focusing on the drawbacks, the other party may be more inclined to agree.
Studies have found that positive framing leads to better outcomes in various negotiation scenarios, such as business negotiations, labor negotiations, and international diplomacy. This doesn't mean that negative framing is always ineffective, as there may be specific situations where it could be advantageous. However, overall, negotiators who use positive framing strategies tend to achieve greater success in their negotiations.