Friday, June 24, 2011

Covert Hypnosis Reframing

A Core Skill in Covert Hypnosis is Framing and Reframing.

Today we look at Reframing.

Reframing: What it really means to reframe...and do it well.

Test Yourself

I want you to participate in a Reframing Game that comes from
Kahneman & Tversky (1984)... Simply read this scenario and write down
the answers before going through the evaluation.

Imagine that we are preparing for the outbreak of a dangerous
disease, which is expected to kill 600 people. Two alternative
programs to combat the disease have been proposed. Assume that the
scientific estimates of the consequences of the programs are as

If Program A is adopted, 200 people will be saved.

If Program B is adopted, there is a 1/3 probability that all 600
people will be saved and a 2/3 probability that no people will be

What do you advise? Program A or Program B? Once you record your
answer, read on.

There are two other options now.

If Program C is adopted, 400 people will die.

If Program D is adopted, there is a 1/3 probability that nobody will
die and a 2/3 probability that all 600 people will die.

Write down your choice of program C or D then read on...

Kahneman and Tverskey found that 72% of their subjects chose the
"sure thing" program A over the "risky gamble," Program B. However
they obtained almost the OPPOSITE results when the question was
framed the opposite way. 78% of the same people (doctors) then chose
option D which is identical to option B. (C is identical to A)

In other words if someone chose A they logically must also choose C.
If someone chose B they logically must also choose D because they are
the same exact responses. However, the framing or perspective that is
given seems to shift people's thinking significantly.

Covert Hypnosis Key : Reframe with this in mind - The majority of
people will do far more to avoid losing something they already have
than they will to get something they don't have.

KEY: Fear of loss is a much greater motivator to most than the
possibility of gain.

Need more evidence? (Say "yes", as that is the logical response!) More
Covert Hypnosis tomorrow!