How To Be More PERSUASIVE: Framing Effect
How Be Persuasive: Framing Effect
Today I am talking about Framing. This cognitive bias can help you from talking to your professor, to playing guitar, and avoiding marketing tricks from big businesses, understanding Framing will change your life.
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DEFINITION
The framing effect is a cognitive bias where people decide on options based on whether the options are presented with positive or negative connotations; e.g. as a loss or as a gain.
I like to think of framing like a picture frame. Wherever you put the frame around the photo changes how the photo looks, even though it is the same photograph.
COMMON EXAMPLES
The most common example is when you see marketing see 98% fat free, vs 2% fat. Both of these are the same information, but how it is framed biases people to be more or less likely to buy a product.
Another example in marketing is putting 3.97 instead of $4.00. It is practically the same but having a 3 instead of a 4 biases us into thinking it is less, and this has been proven countless times on trying both and comparing sales.
Asking questions:
Do you think this video will be good?
Do you think this video will be bad? This relates to confidence. If you perceive yourself negatively you will be constantly framing yourself to others in this light. Others with subconsciously pick up on this and adopt this frame as well.
To counteract this, fake it til you make it and start framing yourself positively. However, there is a line so don’t act arrogant as this can come off as just as insecure if it is too insecure. If you are unconfident however, you likely cannot over-do it as any amount of positive reframing is probably not even close to the line of arrogance.
This can be used in many ways to be more persuasive.
RELATABLE
Now that we know what it is I’ll give some familiar examples to make it more relatable.
GUITAR RASP. For example, if you are about to play a song on guitar, and you mention that your voice is a little raspy and you don’t think it sounds good, people will not attentively pay more attention to this than if you had said nothing. (because of Reticular Activation, explained later in video)
Here are the same actions with a different frame:
Do you think it is creepy if I go say hi to my professor outside of class?
Do you think it would be funny if I went and said hi to my professor outside of class?
These bring wildly different intentions to mind. And since words imply intention, and how you frame can change how people perceive information, EVEN if your intentions are pure.
WHY DOES FRAMING MAKE A DIFFERENCE (RAS)
The reason we fall victim to how things are framed is the Reticular Activation System also known as selective focus, or RAS. It is the idea that when something is brought to mind, you are more likely to focus on it. If I tell you to look up from your screen and notice all anything yellow around you, we all become aware. This is why when we buy a new car like a Honda civic, we can't stop seeing Honda civics all over the place, or if we pierce our ears or get tattoos we notice people with this everywhere.
CONCLUSION
Framing can help all of us make better decisions by highlighting things in a positive way if we want to continue the behavior. By contrast, it can also help us avoid bad choices by realizing something bad can be re-framed and made to sound good.
Everything can be re-framed if you are clever and set clear boundaries about what you really want, instead of falling victim moment to moment to framing.
Hope you enjoyed this video, and as always, keep it
OPEN ENDED