In order to prepare for future situations in which you have to make decisions such

as these you go back to your office to evaluate the decision and particular to do the

following:

1. Frame Millhouse's decision.

Millhouse's decision was framed by the salesman in an effort to persuade

Millhouse to make the purchase. The frame consisted of arranging the wording in his

sales pitch to remove the emphasis from the actual cost of the product and place the

emphasis on the fact that the part could be purchased on a payment plan that would result

in less than forty cents a day in cost. To add a weight of responsibility, the salesman

implied Millhouse should be responsible enough to consider the value of organizational

success to be worth more than a daily can of soda.

The frame set up for Millhouse is referred to as a contrast frame. The frame

consisted of a value comparison of a can of soda versus the future success of the

organization.......

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Title: Decision Framing
Approximate Word Count: 494
Approximate Pages: 2 (250 words per double-spaced page)

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