Framing your message for a successful negotiation

(written with Prof. Suzanne de Janasz. This article was originally published on the Huffington Post) Imagine you need a new set of headphones. Your daughter strongly suggested you buy the ones from Beats. As you go to a website, you see the following options: Beats Solo priced at 129.99 dollars and rated 6 out of 10 Beats Studio priced at 219.99 dollars and rated 8 out of 10 Which ones would you buy? Imagine the same scenario, but this time the website gives you three options: Beats Solo priced at 129.99 dollars and rated 6 out of 10 Beats Studio priced at 219.99 dollars and