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  • Writer's pictureDavide Ferrari

Negotiation Series #3: Reframing Technique

Reframing is a communication technique that involves changing the way you look at a situation. This can be done by changing the words you use to describe the situation, or by changing the way you think about it.

Why is reframing effective?

Reframing is effective because it can help you to see a situation in a new light. This can lead to new insights and solutions. For example, if you are feeling frustrated with a situation, reframing it can help you to see the situation in a more positive light.

How to reframe effectively

Here are a few tips for reframing effectively:

  1. Use positive language. When you reframe a situation, use positive language. This will help you to see the situation in a more positive light. For example, instead of saying "I'm not getting a promotion," you could say "I have the opportunity to learn and grow in my current role."

  2. Focus on the silver lining. Even in the most difficult situations, there is usually a silver lining. Focus on the positive aspects of the situation to help you to reframe it. For example, if you are feeling angry because your partner broke up with you, you could focus on the fact that you are now free to find someone who is a better match for you.

  3. Be creative. Don't be afraid to get creative when you reframe a situation. Try to come up with new ways to look at the situation that you may not have considered before. For example, if you are feeling stressed about a deadline, you could reframe the situation by thinking about it as an opportunity to prove yourself.

Here are two examples of how reframing can be used:

Example 1:

Client: I'm not sure if I can afford your product. It's a bit more expensive than what I was expecting.

Salesperson: I understand your concern. However, I believe our product is worth the investment. It will save you time and money in the long run. For example, our product will help you to close more deals, which will lead to increased revenue.

In this example, the salesperson is reframing the situation by focusing on the benefits of their product. They are also trying to appeal to the client's sense of value. By reframing the situation in this way, the salesperson is hoping to change the client's perspective and get them to buy the product.

Example 2:

Client: I'm not sure if I'm ready to make a decision right now.

Salesperson: I understand that you need some time to think about it. However, I would like to offer you a free trial of our product. This will give you a chance to try it out and see for yourself how it can benefit you.

In this example, the salesperson is reframing the situation by offering the client a free trial. This is a way to show the client that they are not making a commitment by trying out the product. It is also a way to give the client a chance to experience the benefits of the product for themselves.

Origin of the technique

The reframing technique was first developed by Milton Erickson, a psychiatrist who is known for his work in hypnosis and psychotherapy. Erickson believed that people's thoughts and emotions are influenced by their perspective on a situation. He developed the reframing technique as a way to help people change their perspective and improve their emotional state.


Reframing is a powerful tool that can help you to change your perspective and improve your emotional state. If you are feeling stuck in a negative situation, reframing can help you to see the situation in a new light and find new solutions.

Additional tips

  1. Be mindful of your body language and tone of voice. When you are reframing a situation, it is important to be mindful of your body language and tone of voice. You want to make sure that you are coming across as confident and positive.

  2. Be patient. Reframing takes time and practice. Don't expect to be able to change your perspective overnight. Just keep practicing and you will eventually start to see a difference.

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