PITCHANYTHING - Pitch Mastery（PITCHANYTHING球掌握）.pdf

PITCHANYTHING LEARNING MODULE: FRAME CONTROL ANYTHING PITCHANYTHING DOSSIER FRAME CONTROL 101: OWN THE FRAME, WIN THE GAME A primer on social dynamics THE BIG IDEA: FRAME CONTROL Every meeting, pitch and presentation is a social enounter that is governed by frames. Frames are a point-of-view, a perspective - a position. Frames don’t combine or mix - they collide. The strongest frame always wins. WHAT ARE FRAMES? by Oren Klaff Imagine for a moment there is some kind of powerful energy field that surrounds all of us, transmitting from the depths of our subconscious. This invisible energy field is genetically designed to protect and Why do frames matter? There are millions of people in the defend our conscious minds from sudden intrusion by ideas business world and each brings a unique perspecitive, a frame, and perspectives that are not our own. to every social encounter. When this energy field is overwhelmed, it collapses and our When two or more people come together to communicate in mental defenses fail. When that happens we become subject a business setting, their frames square off, then come into to another person’s ideas, desires and commands, and then contact, but not in a cooperative or friendly way. Frames are that person can impose his will on us. extremely competitive. No one really knows if there are human energy fields or not. Remember, they’re rooted in survival instincts and each But for me, and perhaps you as well, it’s the best way to think frame seeks to sustain dominance, so when frames come about the mental structures that shape the way we see the