Communication Matters: Framing

“Get to know the job intimately that you're applying for. Don't just read the job description - study it and picture yourself performing every task required of you. When you interview, framing your responses so that you reveal your significant knowledge about the job gives you a massive advantage.” -- Travis Bradberry

“It is very humbling to receive the Fields Medal. The words of a Fields Medallist carry a lot of weight within mathematics - for instance, in framing future directions of research - which means that I have to watch what I say more carefully now!” -- Terence Tao

“If you risk nothing, then you risk everything.” – Geena Davis

Whether or not we are aware of it, our overall impression of an item is impacted by

the way things are presented to us.

Frameworks states that “framing is the choices we make in what we say and how we say it. We are framing when we decide, and even what to emphasize, how to explain, which metaphors to use, which values to center, and even what to leave unsaid. It creates a context for a message, whether incoming or outgoing.”

In my first job out of college at a research firm a new client asked me to provide a proposal for a project.

They were unhappy with the proposal because it was not structured the way they wanted. I asked for

an example so I could replicate it. After a few minutes I revised and sent it. and they were delighted

to give their approval. I always asked for examples for new clients from that point on.

In a separate situation, a new client was a major player in the Los Angeles real estate market. They could not send me an example proposal because it this was their first market research study they had done. I made up my mind to go over the proposal in extreme detail. Unfortunately, the study was designed

to represent the whole Los Angeles area. Afterwards, they told me that they were only interested in Orange County. This was an example of terrible communication. I should have flown to their office in Los Angeles to nail down the details.

Suppose you are looking for a tennis racket jacket online and encounter two offers:

? Option A costs the full retail price of $100

? Option B is on sale for 50% off the full retail price of $200

Even though both offers cost the same, option B would likely lead to more sales. The first offer frames the purchase as a loss of $100, while the second offer gives the customer the illusion that they are saving $100 by choosing this option. Because it is framed as a gain, customers are more likely to purchase the second tennis racket.

We have managed many communication engagements to help clients – both research

and consulting. Please write or call to learn more.

Email: [email protected]

Phone: 203 253 2403