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Scoop.it!
Everything you need to know about What language tricks do call center reps use to manipulate you?
Jeremy Pollard's insight:
Parents with little kids 're-frame' all the time. "Do you want carrots or broccoli, or peas and broccoli?" Ask a kid want they want and they'd eat junk food all day long. Frame their choices and save their lives.
BTW this is the honourable intent of the best, consultative, challenging sales people.
When done by a call centre, the catchy headline is to call it 'tricks' but it is the basics of persuasion and influence for thousands of years, even before the scientists and bloggers came up with theories and attention grabbing names.
My 're-frame' is this... Want a good negotiation or bid strategist? Ask a hands-on parent that doesn't have oversight kids. 
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Our most popular Shipley AP workshop starts with the fact that the best deal (according to the buyers stated criteria) on average is still only chosen in 48% of bid decisions.
Improving your win rate requires a BD and Capture process that builds your understanding of the buyers un-stated needs.
And this article by Deepak Malhotra is a timely reminder that many of these needs are emotional, and not necessarily about the content or subject material of the deal.