Negotiations Ninja Podcast

What is framing? How do you use framing in negotiations? How do you use framing to win arguments? In this episode of Negotiations Ninja, Joel Trachtman joins us to methodically dissect the topic.  Joel Trachtman is a Law Professor, who practiced for 9 years on Wall Street before shifting to teaching international law for the last 30+ years. He wrote the book, “The Tools of Argument: How the Best Lawyers Think, Argue, and Win” to simplify the use of legal arguments in other contexts.  Outline of This Episode [1:27] Learn more about Joel Trachtman [2:20] The basics of framing in negotiations [4:16] Framing is a matter of imagination and preparation [6:51] The best ways to win arguments with contracts [12:08] If you can’t win on substance—argue procedure [15:53] Who does the burden of proof fall on? [17:38] The mistakes lawyers make in developing arguments [20:35] Don’t ignore the importance of checklists The basics of framing in negotiations Are the words you use important? Or is it how you use those words th