3

The Name of the Game is the Frame

If the only tool you have is a hammer, you tend to see every problem as a nail.

—Abraham Maslow

As Phil drove toward downtown Chicago from the west side, we took in the spectacular city landscape. An early spring mist lingered around the shoulders of the tall buildings. On the far side, the John Hancock Tower looked out toward Lake Michigan. In the foreground, the smaller buildings in the Loop huddled around the Sears Tower, with its two vertical antennas. The EL metro snaked around the downtown buildings. Phil listened attentively to my recap of the previous class.

“What did the acronym FACTNET stand for?” asked Phil. “Wait—don’t tell me. Framing, anchoring, cause and effect, taste for risk, negotiation and ...

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