Set the Frame… and Sometimes Reset It
Jackson Hill and his mentor, Judge Henshaw, are back at Rachel’s Famous Coffee for another lesson. One that Jackson badly needs as he’s about to continue his negotiations with the formidable Gillian Waters later that day. And his first meeting with the buyer at Smith & Banks had not gone well.
“Set the frame,” the Judge said. “The frame is more important than the content, because the frame is the context. Whoever sets the frame of the conversation also sets the tone and the direction in which it will go.
