The Power of Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leadership) Fairhurst

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G A I L T. FA I R H U R S T

T H E P OW E R O F

FRAMING

C R E AT I N G T H E
L A N G UAG E of L E A D E R S H I P
Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leader

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Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leader

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The Power
of Framing

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Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leader

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Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leader

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The Power
of Framing
Creating the Language of Leadership

G A I L T. F A I R H U R S T

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Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leader

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Copyright © 2011 by John Wiley & Sons, Inc. All rights reserved.
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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

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Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leader

CONTENTS
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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

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Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leader

vi Contents

Mental Models 42
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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

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Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leader

Contents vii

Chapter 8: The Applications of Framing 187

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Conversations 188
Framing for Campaigns 201

Glossary of Framing Terms 209

Notes 217

References 239

The Author 257

Index 259

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Framing: Creating the Language of Leadership, 2nd Edition (Creating the Language of Leader

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