Framing
What it is
Presenting the same information in different ways to influence interpretation.
How it works
Real-world examples
- •"95% fat-free" vs. "contains 5% fat" on food labels.
- •Describing a policy as "protecting jobs" vs. "restricting trade."
- •A doctor saying "90% survival rate" vs. "10% mortality rate."
Historical case studies
Ethical guidelines
Every message has a frame; the ethical test is whether the frame preserves the facts the audience needs in order to decide. It becomes manipulation when the frame is chosen to hide a material fact, invert its meaning, or make a logically identical choice feel different from what it is.
- ●Present both sides of the frame when transparency matters.
- ●Avoid framing that distorts the audience's understanding of the facts.
- ●Use framing to clarify, not to obscure.
How to defend against it
- ►Restate the claim in the opposite frame to see how it feels.
- ►Look for the raw numbers behind any percentage or framing.
- ►Ask what information is being left out of the frame.
From the Defense Playbook
When someone quotes a relative change ("cuts your risk by 50 percent", "doubles the danger"), ask what the risk was before and after in plain counts out of the same number of people, because the same fact sounds enormous as a ratio and modest as a difference.
Open and read the piece before you react to it or pass it on, because headlines are written to be clicked and shared, routinely claim more than the article supports, and shape what you remember even after you have read the correction in paragraph six.
When you have to correct a falsehood, open with the true statement, mention the falsehood once with a clear warning that it is false, and close by repeating the truth, so that the accurate version gets the prominent positions and the most repetitions.
When you correct a falsehood, put the true statement in the headline, subject line, first sentence, and image, and keep the false claim out of those positions, because most of the audience will see only that part and will carry away whatever it says.
Before engaging with objections, questions, or someone else's summary of your view, say in one or two plain sentences what you actually hold and what you do not, so that the discussion is about your position and not a version built for you.
When you are handed exactly two choices, stop and generate at least one more before choosing, including doing nothing, doing both, doing part, doing it later, or pursuing the underlying goal in a different way.
Every playbook entry states how strong its evidence is and when not to use it. Browse the full playbook.
References
- Tversky, A., & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211(4481), 453–458 · linkFoundational "Asian Disease" experiments demonstrating that logically equivalent framings (gain vs. loss) reverse preferences.
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