Framing Effect / 表述框架效应

Framing effect is the way equivalent outcomes produce different choices when presented as gains or losses. In 106.别再害怕冲突，快来学习谈判术！, [[QinZong|秦总]] uses the disease-choice example where saving 200 of 600 people and losing 400 of 600 people describe the same outcome but trigger different risk preferences.

The episode applies the idea directly to negotiation. When a party hears a proposal as a loss, such as a pay cut, it may become more aggressive and risk-seeking; when the same structure can be framed as an attainable gain, the negotiation may remain more flexible.

Key Claims

• Gain frames usually make people more willing to accept certainty.
• Loss frames can make people more willing to gamble or escalate.
• A negotiator should avoid trapping the other side in a face-losing or pure-loss frame.
• The [[NationalHockeyLeague|NHL]] labor dispute is used as a case where salary-cap conflict became a loss-frame fight.

Connections

• Zero-Sum Bias / 零和偏误 and Escalation Of Commitment / 非理性投入升级 - related negotiation failure modes.
• Motivated Bias / 动机偏差 - bias that shapes how parties interpret ambiguous behavior.
• Sports Collective Bargaining - labor context where framing affects settlement.
• Interest-Based Negotiation / 利益导向谈判 - method for discovering what a frame means to the other side.