Constructing Reality Through Framing
通过语言构建事实
In the complex and chaotic environments in which most of us work, often there is considerable maneuverability with respect to "die facts." Certainly, it is difficult to alter the reality of some events, such as an equipment breakdown. But if there is any uncertainty or ambiguity about, for example, why the equipment broke down, what is real is often what we say is real. What is important is what we choose to say is important.
我等之辈多在繁纷复杂的环境中工作，“已难改变的真相”方面常有极大的灵活性。当然，要改变某些事件的真相是很难的（如设备坏了）。但如果存在某些不确定因素或模糊点，如问“设备为什么坏了？”时，那么所谓事实往往是人们所说即为事实、而所谓重要只是人们有所选择地说它重要。
This was a painful lesson learned during a training session at the Kroger Company, one of the nation's largest food retailers. A consultant was asked to lead twenty-four superstore managers in three days of communication and team building. Everything went pretty much as expected until everyone returned from lunch on the last day. Six of the seminar participants found that their table, chairs, and diplomas certifying their participation were all missing. As they and the consultant looked around in astonishment, a spokesman for the eighteen remaining class members said that the group, which they had named the Judas group (after the disciple who betrayed Jesus Christ), had gotten its just reward. "We no longer consider you a part of this class," the spokesman said boldly.
这是在Kroger公司（全国最大食品零售商之一）上培训课时得到的惨痛教训，该培训课要求咨询师带24名超级商场经理进行三天的沟通对话和团队建设。所有一切如期顺利进展，但最后一天当大家吃过午饭回来时，六位受训者发现他们的桌椅和证明他们参加培训的证书都不见了，正当他们和咨询师一起寻找时，大家惊奇地听到有位代表其他18位学员发言的人说他们小组已被命名为“犹大组”（出卖耶稣的门徒）并被收回了刚刚颁发的奖状，发言人壮着胆说：“我们不再将你们看成是学习班成员”。
What could have produced this turn of events? The morning exercise had been based on an often-used game known as the "Prisoner's Dilemma," an exercise in which groups must choose whether to compete or cooperate with one another. If the groups cooperate, there is a win-win outcome. However, the gain by each group is small, and the cumulative gain of the class is moderate. If most groups choose cooperation and one chooses to compete, there is a win-lose outcome. The groups who choose cooperation lose, while the competitive group wins big(very big)and there is no cumulative gain for the class.
是什么造成了这一事件的发生？那天的晨练是众所熟悉叫做“狱徒困境”的常规游戏，游戏中，各小组要选择相互对抗或一起合作，如果小组合作，则存在“双赢”的结局，但各组的分数就很少，班上获得的就只是“中等”的累计分数；如果小组中多数选择合作，一组选择对抗，则存在赢/输结局，选择合作的小组若输了，而对抗那组会赢很多，全班就没有累计分数。
On the surface, the game is about figuring out who the team is. If the groups decide that the team is the individual group, they focus on getting points only for themselves and ignore the cumulative class points. If the group decides that the team is the entire class of four groups, all of the focus is on the cumulative score and not the individual group scores.
从表面看，该游戏考虑的是：什么是团队！，如果各小组觉得说团队是单独一个小组，那他们会只为他们自己争取分数而忽略累积班上的分数；如果小组觉得团队是四个小组构成的整个班，所有人都会聚焦考虑累计分数而不考虑小组分数。