The Art of Framing: Managing the Language of Leadership

by Gail T. Fairhurst; Robert A. Sarr

• ISBN13: 9780787901813
• ISBN10: 0787901814
• Format: Paperback
• Copyright: 1996-01-01
• Publisher: Jossey-Bass

Summary

Learn the language of persuasionHow does a leader get others to see things the way he or she sees them? These authors assert that one of the most powerful ways is through the precise use of language. Looking beyond the world of business to politics, entertainment, sports, and education, The Art of Framing presents dozens of real-life examples to illustrate how leaders gain support for their vision and inspire prompt action in their constituents by skillfully using language to frame events, ideas and goals at every opportunity. Using these proven technique, you can enjoy the same results.

Author Biography

GAIL T. FAIRHURST is professor and head of the Department of Communication at the University of Cincinnati and has consulted with numerous organizations, including General Electric, the Kroger Company, and Children's Hospital of Cincinnati. She has published widely in management, organizational, and communication journals. ROBERT A. SARR is chairman and general manager of Santa Fe Southern Railway, Inc. His indepAndent management consulting clients include Colgate-Palmolive, Procter & Gamble, and the Girl Scouts of America. Specializing in the creation of high-performance systems, he has also consulted in Japan, the Philippines, and Europe.

Table of Contents

Preface	xi
The Authors	xvii
Framing: Seizing Leadership Moments in Everyday Conversations	1	(22)
From the Inside Out: How Your Own View of Reality Shapes Communication Goals	23	(27)
Vision-Based Framing: Enabling People to See to World You See	50	(30)
Context Sensitivity: Recongnizing Opportunities and Constraints	80	(20)
Tools for Framing: Metaphor, Jargon, Contrast, Spin, and Stories	100	(27)
Avoiding Mixed Messages	127	(16)
Preparing Yourself to Frame Spontaneously	143	(27)
Establishing Credibility: What You Frame, How You Frame, and How Others Frame You	170	(27)
Epilogue: Framing in Action	197	(4)
References	201	(6)
Index	207