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The Power of Framing: Creating the Language of Leadership (J-B US non-Franchise Leadership, Volume 290) PDF

291 Pages·2010·1.34 MB·English
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Praise for The Power of Framing The Power of Framing shows leaders and managers how to tap into the power of language so they can persuade effectively and communi- “The primary work of leadership involves managing meaning through framing. Fairhurst cate credibly in today’s business environment. shows that the way leaders use language to frame people, situations, and events has According to professor and management important consequences for the way individuals make sense of the world and their G A I L T. FA I R H U R S T consultant Gail Fairhurst, through framing we actions. The Power of Framing is an accessible and inspirational read for leaders who defi ne the meaning of “the situation here and want to shape their organizations in ethically responsible ways.” T now.” Are we in a “crisis”? Is this situation —J. KEVIN BARGE, professor, Texas A&M University merely a “cause for concern”? Should we be H on “red-alert”? These are examples of how we “An ideal book for MBA students and business professionals who are interested in E frame the situations we face. When we connect specifi c tools for constructing leadership in their professional worlds. By focusing on with others through our framing, we shape reality. P the language toolbox of leadership, the book empowers anyone to construct leadership What’s more, if we “manage meaning” when through talk and interaction.” O others are unable, we emerge as leaders. —JOLANTA ARITZ, associate professor, Center for Management Communication, W Fairhurst draws examples from a wide range of sources including business, politics, sports, USC Marshall School of Business academia, and the arts to bring the concept E of framing to life as an everyday communica- “Building on her earlier acclaimed work, and written in a highly accessible style, Fairhurst’s R tion skill. She includes a diagnostic instrument thoughtful study provides us with a practical and highly relevant analysis of the power of to help gauge your sensitivity to the framing framing language from a leadership perspective. This is a must-have book.” O T H E P O W E R O F concept. Fairhurst even dons her hat as an —DAVID GRANT, professor of organizational studies, University of Sydney F executive coach to tackle the common framing dilemmas that leaders face. “Communication is the most important element of leadership, and framing of the F R A M I N G F subject and situation is one of the most powerful tools available to leaders. Gail Fairhurst The Power of Framing challenges leaders to take has created the handbook to help leaders do this right. A must-read for anyone in a it up a notch by viewing framing as: leadership capacity.” R • A skill that leaders must master to —RICH KILEY, venture capitalist, and retired Procter & Gamble marketing and communicate vision and set priorities HR executive A • A science that shows leaders how to “To be an effective global manager, there is nothing more critical than understanding how think on their feet and frame on the spot to frame an issue so that you are effectively communicating and motivating in a culturally M • An art form that leaders must hone like a sensitive manner. This book will tune you into these issues and show you how to make craft with story, metaphor, argument, and certain your communication is properly interpreted by your audience.” visual images as their primary tools GAIL T. FAIRHURST is an award-winning —OLGA JACOB, general sales manager (Belgium, Netherlands, and Luxembourg), I • A set of emotions that leaders must professor of communication at the University of American Airlines deploy to complement their message Cincinnati, where she teaches leadership and N • An ethical response in order for leaders organizational communication. She has also to achieve and maintain believability, been a speaker, management consultant, and FREE www.josseybass.com and so much more executive coach for McDonald’s, Boeing, Procter PPremium Content G MANAGEMENT/LEADERSHIP & Gamble, General Electric, State Farm Insurance, The Power of Framing is a must-read for today’s Merrill Lynch, and the Children’s Hospital of This book includes premium content that can be leaders, managers, and all those aspiring to Cincinnati, among other organizations. CREATING THE accessed from our Web site when you register at these jobs. Its easy-to-read style and practice www.josseybass.com/go/gailfairhurst using the LANGUAGE of LEADERSHIP exercises make this a book you’ll turn to time password professional. and again to sharpen your most important PHOTO BY MELANIE CANNON communications. ffffiirrss..iinndddd iiii 99//2277//1100 11::0066::3311 PPMM The Power of Framing ffffiirrss..iinndddd ii 99//2277//1100 11::0066::3300 PPMM ffffiirrss..iinndddd iiii 99//2277//1100 11::0066::3311 PPMM The Power of Framing Creating the Language of Leadership GAI L T. FAI RHUR ST ffffiirrss..iinndddd iiiiii 99//2277//1100 11::0066::3311 PPMM Copyright © 2011 by John Wiley & Sons, Inc. All rights reserved. Published by Jossey-Bass A Wiley Imprint 989 Market Street, San Francisco, CA 94103–1741—www.josseybass.com No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, 978–750–8400, fax 978–646–8600, or on the Web at www.copyright.com. Requests to the publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hobo- ken, NJ 07030, 201–748–6011, fax 201–748–6008, or online at www.wiley.com/go/permissions. Readers should be aware that Internet Web sites offered as citations and/or sources for further informa- tion may have changed or disappeared between the time this was written and when it is read. Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or com- pleteness of the contents of this book and specifi cally disclaim any implied warranties of merchantability or fi tness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situa- tion. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profi t or any other commercial damages, including but not limited to special, incidental, consequential, or other damages. Jossey-Bass books and products are available through most bookstores. To contact Jossey-Bass directly call our Customer Care Department within the U.S. at 800–956–7739, outside the U.S. at 317–572– 3986, or fax 317–572–4002. Jossey-Bass also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. Library of Congress Cataloging-in-Publication Data Fairhurst, Gail Theus, date. The power of framing : creating the language of leadership / Gail T. Fairhurst. p. cm. — (The Jossey-Bass Business & management series) Revised ed. of: The art of framing. Includes bibliographical references and index. ISBN 978-0-470-49452-3 (hardback) 1. Leadership. 2. Communication in management. 3. Interpersonal communication. I. Fairhurst, Gail Theus, date. Art of framing. II. Title. HD57.7.F356 2011 658.4’092014—dc22 2010032118 Printed in the United States of America first edition HB Printing 10 9 8 7 6 5 4 3 2 1 ffffiirrss..iinndddd iivv 99//2277//1100 11::0066::3311 PPMM CONTENTS Preface xiii Who Should Read This Book xvi Overview of the Contents xvii Acknowledgments xxi Chapter 1: The Reality of Framing 1 The Rules of Reality Construction 2 Test Your Framing Style 15 Framing Through Pictures? 24 Chapter 2: The Skill of Framing 29 Culture and Its Discourses 31 v ffttoocc..iinndddd vv 99//2277//1100 11::0099::2200 PPMM vi Contents Mental Models 42 Core Framing Tasks 50 Chapter 3: The Science of Framing 61 Priming for Spontaneity 63 Building Complex Mental Models 77 Chapter 4: The Art of Framing 89 Framing as a Craft 91 The $1,000,000 Question: Combining Framing Devices 110 Chapter 5: The Emotion of Framing 113 Emotional Intelligence and Framing 114 Emotional Contagion and Framing 121 Emotional Regulation and Framing 127 Chapter 6: The Ethics of Framing 135 Ethical Codes and Why We Need Them 136 Creating Mindfulness 142 Moral Positioning 145 On Crucibles and Teaching Moments 150 Chapter 7: The Leadership Context of Framing 157 Context, Leadership and Framing 161 Now It Is Your Turn 181 ffttoocc..iinndddd vvii 99//2277//1100 11::0099::2200 PPMM Contents vii Chapter 8: The Applications of Framing 187 Conversations 188 Framing for Campaigns 201 Glossary of Framing Terms 209 Notes 217 References 239 The Author 257 Index 259 ffttoocc..iinndddd vviiii 99//2277//1100 11::0099::2211 PPMM ffttoocc..iinndddd vviiiiii 99//2277//1100 11::0099::2211 PPMM

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Praise for The Power of Framing"The primary work of leadership involves managing meaning through framing. Fairhurst shows that the way leaders use language to frame people, situations, and events has important consequences for the way individuals make sense of the world and their actions. The Power
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Most books are stored in the elastic cloud where traffic is expensive. For this reason, we have a limit on daily download.