Problem Framing: Use Their Greatest Fear
Problem framing often starts with failure (that’s the problem). Teams define what “wrong” looks like, name the measures tied to that failure, and draw boundaries around the issue to make it manageable. That approach works, but it is not the only way in.
The “Greatest Fear” Technique
Focusing on everyone’s greatest fear is an alternative. This technique works especially well when a team cannot agree on the problem in front of them.
One simple example comes from a capital project portfolio issue. Three executives circled the same problem without ever getting to a common frame. The Technology Director’s greatest fear was that his department would be blamed for underused software. The CFO did not want to look like he had lost control of the financials. The Engineering Director did not want his people blamed for the delays. None of them said this directly. Each one kept pushing on their own piece of the problem instead.
Facilitating It
A team will not reach implementable solutions until the frame includes what people are actually afraid of, not just what they say they want.
In a session, I ask each participant to write what they want on the front side of a notecard. On the back side I ask them to write their greatest concern (fear). The gap between the two lists is usually where the real problem is hiding.
Resistance to a solution is often a sign the frame still needs work, not a sign someone is being difficult.
People are more comfortable naming what they want than naming what scares them, especially in front of colleagues. Give everyone an anonymous opportunity.
The Tip
The tip is to provide everyone an opportunity to share their greatest fear, not just what they desire.
The F in FINESSE stands for Frame, and the greatest fear is one of four framing techniques I keep in reserve. Are you Communicating with FINESSE?
JD Solomon champions practical communication skills that help technical professionals convey complex ideas clearly and confidently. Learn more at www.jdsolomonsolutions.com and www.communicatingwithfinesse.com.
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