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Straight to Yes: Asking with Confidence and Getting What You Want by Haider Imam

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Part OneAsking with Frames in Mind

What’s Frames Got to Do With It?

Underneath the surface of any communication lies a deeper structure of information that’s presupposed, believed or expected to be true. We call them “frames of reference,” or “frames” for short.

For example, if I ask you, “Would you like tea or coffee?” I’m assuming (a) that you’re definitely having one of them, (b) that you’re not having both drinks (or neither), (c) that other beverages, say, orange juice or water, are not on offer, even though I may have them, (d) that you would like to have your choice with hot water and drink it, rather than sing a sea shanty to the beans or leaves, (e) that you understand that I will make you the drink and bring it to you after receiving ...

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