A frame is the instrument you use to package your power, authority, strength, information, and status. The moment your frame makes contact with the frame of another business person, they clash. If your frame wins this collision, you will enjoy frame control, where your ideas are accepted (and followed) by others. But if your frame loses, though, you will be at the mercy of your customer, and your success will depend that customer’s charity.
Own the Frame,Win the Game
1. Everyone uses frames whether they realize it or not.
2. Every social encounter brings different frames together.
3. Frames do not coexist in the same time and place for long. They crash into each other, and one or the other gains control.
4. Only one frame survives. The others break and are absorbed. Stronger frames always absorb weaker frames.