Sublime

all the right techniques: setting the frame, telling the story, revealing the intrigue, offering the prize, nailing the hookpoint, and getting the decision.

curiosity about the big idea.

Phase 1: Frame control, grab status, introduce the big idea. Phase 2: Explain the problem/solution and our special advantage. Phase 3: Offer the deal. Phase 4: Stack frames for hot cognition.

the person who owns the frame owns the conversation).

Technology forces.

Technology forces.

This idea introduction pattern goes like this:

I mentioned in Chapter 2, the prize frame—or prizing—let’s you position yourself as the most important party in the deal, not the people on the other side of the table.

Economic forces.