How to frame a message: The art of persuasion and negotiation
β Scribed by Lyle Sussman
- Book ID
- 117072402
- Publisher
- Elsevier Science
- Year
- 1999
- Tongue
- English
- Weight
- 694 KB
- Volume
- 42
- Category
- Article
- ISSN
- 0007-6813
No coin nor oath required. For personal study only.
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## Abstract This research seeks to reconcile inconsistent results obtained in prior framing research in prosocial persuasion contexts by proposing that the reference point (self or selfβother) invoked in a persuasive appeal moderates the impact of a particular message frame (positive or negative) o
All of us are faced countless times with the challenge of persuading others, whether we're trying to win a trivial argument with a friend or convince our coworkers about an important decision. Instead of relying on untrained instinctβand often floundering or failing as a resultβweβd win more argumen