who believes that we feel decisions in our body, not our mind. There’s a whole side to us that computers don’t have and the “rational economic man” e… - Oren Klaff

we feel decisions in our body, not our mind.

Our bodies “know” the situations we meet in life and how we should respond.

Seizing Situational Status Here are the steps involved in elevating your status in any situation. You will recognize some of these actions from framing, and for good reason. Frame control and status are closely related, as are the pitch techniques you will learn in Chapter 4. 1. Politely ignore power rituals and avoid beta traps. 2. Be unaffected by your customer’s global status (meaning the customer’s status inside and outside the business environment). 3. Look for opportunities to perpetrate small denials and defiances that strengthen your frame and elevate your status. 4. As soon as you take power, quickly move the discussion into an area where you are the domain expert, where your knowledge and information are unassailable by your audience. 5. Apply a prize frame by positioning yourself as the reward for making the decision to do business with you. 6. Confirm your alpha status by making your customer, who now temporarily occupies a beta position, make a statement that qualifies your higher status.

we feel decisions in our body, not our mind.

A frame is the instrument you use to package your power, authority, strength, information, and status. 1. Everyone uses frames whether they realize it or not. 2. Every social encounter brings different frames together. 3. Frames do not coexist in the same time and place for long. They crash into each other, and one or the other gains control. 4. Only one frame survives. The others break and are absorbed. Stronger frames always absorb weaker frames. 5. The winning frame governs the social interaction. It is said to have frame control.