Reframing

Word choice matters. The words we use influence how we think about things.

Make sure to choose the information framing that works best for the people you are talking to.

“Information framing” is a psychological concept; the way you tell the truth influences the other person. If you say, “this surgery has a 95% rate of successful recovery,” then people are more likely to consent to the surgery than if you say, “5% of the people who have this surgery die.”

The percentages are the same. What changes is the side being emphasized.

This has wide implications for leaders. If there is an issue or problem, you can focus discussion on the problem, or you can focus on solutions. If your “pep-talks” are about building things up and doing the best work, it’s more positive than “going scorched-earth” or “crushing the competition.” Both may motivate people, but the framing influences whether people act cooperatively or competitively, and whether they support or attack. Use the right framing for your goals.

(image source: https://www.facebook.com/photo/?fbid=999897265742723&set=a.194559009609890)