Framing describes how the way information is presented influence decision-making. It can be used to persuade people to make certain choices rather than others
How it works
Framing works by tapping into our cognitive biases. Cognitive biases, as we are trying to explain in all our blog posts, are mental shortcuts that we use to process information quickly and efficiently. However, these shortcuts can also lead us to make errors in judgment.
One of the most common cognitive biases that framing exploits is loss aversion. Loss aversion is our tendency to feel the pain of a loss more intensely than the pleasure of an equivalent gain. This means that we are more motivated to avoid losses than to gain something.
Another cognitive bias that framing exploits is confirmation bias. Confirmation bias is our tendency to seek out information that confirms our existing beliefs and to ignore information that contradicts them. This means that we are more likely to believe information that is presented in a way that is consistent with our existing beliefs.
Real-life examples of framing
Here are a few real-life examples of framing:
- Pricing: The way that prices are presented can influence our decision-making. For example, a store may offer a discount on a product by framing it as “20% off” instead of “80% of the original price.” This is because we are more likely to focus on the percentage discount than the actual price of the product
- Investing: Financial advisors may frame investment options in a way that makes them seem more or less risky. For example, an advisor may frame a stock as a “growth opportunity” instead of a “risky investment.” This is because we are more likely to invest in stocks that are framed as growth opportunities
- Public policy: Governments may frame public policy issues in a way that supports their own agenda. For example, a government may frame a tax cut as a “middle-class relief measure” instead of a “gift to the wealthy.” This is because we are more likely to support policies that are framed as benefiting the middle class
Framing can have a significant impact on our decision-making. It can lead us to make choices that are not in our best interests, such as buying overpriced products or investing in risky investments.
How to overcome framing bias
There are a few things you can do to overcome framing bias:
- Be aware of your biases: As usual, the first step to overcoming framing bias is to be aware of it. Once you are aware of your biases, you can start to question your decisions and make more rational choices.
- Consider the source: When you are presented with information, consider the source of the information. Is the source credible and unbiased? Or are they trying to sell you something?
- Look for all sides of the issue: When you are making a decision, try to consider all sides of the issue. Don’t just focus on the information that is presented to you in a positive light.
- Think long-term: When you are making a decision, try to think about the long-term consequences of your decision. Don’t just focus on the short-term benefits.
A few concepts that may involve (consciously or unconsciously) framing:
- Manipulation: The act of controlling someone’s behavior or emotions in a way that is unfair or dishonest
- Deception: The act of deliberately misleading someone
- Propaganda: Information that is presented in a way that is intended to influence people’s opinions or behavior
- Spin: The presentation of information in a way that is intended to promote a particular point of view
Additional tips for overcoming framing bias
Here are a few additional tips for overcoming framing bias:
- Get multiple perspectives: If you are struggling to make a decision, talk to different people and get their perspectives. This can help you to see all sides of the issue and to make a more informed decision.
- Take your time: Don’t rush into making a decision. Take your time to gather information and to consider all of your options.
- Use decision-making tools: There are a number of decision-making tools that can help you to make more rational choices. For example, you can use a decision matrix to weigh the pros and cons of different options.
