I - 1.What are frames ?

Summary

This course introduces the concept of frames, which are perspectives that shape how we perceive and communicate information. Frames can be external, like body language and verbal cues, or internal, such as our personal perceptions. The video explores how implicit and explicit communication influence our understanding of messages, with implicit communication being indirect and often creating uncertainty, while explicit communication is clear and direct. Mastering frame control is key to influencing social situations and communication, allowing us to either maintain or regain control in various interactions.

Takeaways

• 😀 Frames are perspectives, which can be external (e.g., verbal communication, body language) or internal (e.g., how we perceive the world).
• 😀 Information is automatically framed by us, and the way we perceive it sets the context for understanding.
• 😀 Implicit communication involves indirect, often vague or ambiguous messages, gestures, or actions that convey meaning without being explicitly stated.
• 😀 Examples of implicit communication include phrases like 'we don't have time' or 'things have been crazy at the office.'
• 😀 When receiving an implied message (e.g., being offered a job or promotion), we interpret the context and actions even if not directly stated.
• 😀 Implicit communication is effective because it triggers emotional responses, creating uncertainty or insecurity in the recipient.
• 😀 An amateur salesperson might focus on the content of a message rather than the underlying frame, which can weaken their response.
• 😀 Explicit communication involves direct verbal or written statements that carry both obvious and implied meanings.
• 😀 An example of explicit communication is when a prospect directly expresses interest in learning more.
• 😀 Frame control is crucial for effective communication, allowing you to manage perspectives and influence the outcome of social interactions.
• 😀 To master frame control, you must understand the most common frames in daily life and learn how to break them to maintain control in social situations.

Q & A

What are 'frames' in communication?

Frames are perspectives through which we interpret information. They can be external, like body language and verbal communication, or internal, like our perception of the world.

How do frames affect how we perceive information?

Frames shape the context in which we understand information, influencing how we interpret messages based on how they are presented or framed.

Can you give an example of implicit communication?

An example of implicit communication is when someone says, 'Things have been crazy at the office' instead of directly saying, 'I'm too busy to meet you.' The meaning is understood without being directly stated.

What is the difference between implicit and explicit communication?

Implicit communication is indirect and uses vague or ambiguous messages that rely on context or non-verbal cues. Explicit communication is direct and clearly states the message in words or writing.

Why is implicit communication effective in sales or negotiations?

Implicit communication creates uncertainty, which can trigger emotional responses like insecurity, making people react in ways that benefit the person using the implicit message.

How can an amateur salesperson respond incorrectly to implicit communication?

An amateur salesperson might focus on the content of the message rather than the frame it is presented in, which can lead to ineffective responses or losing control of the conversation.

What is the goal of mastering frame control?

The goal of mastering frame control is to influence how perspectives are presented and perceived in social situations, allowing you to regain control and guide the conversation.

What are some common frames encountered in daily life?

Common frames include social expectations, emotional states, power dynamics, and cultural norms that influence how information is interpreted and communicated.

What is meant by 'explicitly communicate implicit messages'?

It means to convey underlying meanings or subtle messages clearly through direct communication, ensuring that the intended frame or perspective is understood.

Why is it important to understand and control frames in communication?

Understanding and controlling frames allows you to navigate conversations more effectively, manage perceptions, and influence outcomes by controlling the context in which information is received.