{"id":1058,"date":"2026-05-27T10:26:09","date_gmt":"2026-05-27T08:26:09","guid":{"rendered":"https:\/\/www.prezman.fr\/blog\/?p=1058"},"modified":"2026-05-27T11:08:38","modified_gmt":"2026-05-27T09:08:38","slug":"1-le-cadrage-cognitif-pourquoi-votre-solution-est-rejetee-avant-detre-entendue","status":"publish","type":"post","link":"https:\/\/www.prezman.fr\/blog\/1-le-cadrage-cognitif-pourquoi-votre-solution-est-rejetee-avant-detre-entendue\/","title":{"rendered":"#1 Le cadrage cognitif : pourquoi votre solution est rejet\u00e9e avant d&rsquo;\u00eatre entendue"},"content":{"rendered":"\n<figure class=\"wp-block-embed aligncenter is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<div class=\"cs-embed cs-embed-responsive\"><iframe loading=\"lazy\" title=\"Episode 1 - Le cadrage cognitif (ou framing effect)\" width=\"1200\" height=\"675\" src=\"https:\/\/www.youtube.com\/embed\/DjiCtKQMNC8?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/div>\n<\/div><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Vous avez pr\u00e9par\u00e9 une pr\u00e9sentation solide. Les chiffres tiennent. La logique est l\u00e0.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Et pourtant, l\u2019auditoire r\u00e9siste.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ce n\u2019est pas votre argument qui pose probl\u00e8me, c\u2019est le cadre dans lequel il est \u00e9valu\u00e9.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Le framing effect, document\u00e9 par Kahneman et Tversky d\u00e8s 1981, montre que la mani\u00e8re dont une information est pr\u00e9sent\u00e9e d\u00e9termine le jugement qu\u2019on en tire, ind\u00e9pendamment de son contenu objectif. En pr\u00e9sentation \u00e0 enjeu, ce m\u00e9canisme est d\u00e9cisif : si vous ne ma\u00eetrisez pas le cadre cognitif de votre auditoire, c\u2019est lui qui imposera le sien.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Dans cet \u00e9pisode :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Ce qu\u2019est le framing effect et pourquoi il conditionne tout jugement<\/li>\n\n\n\n<li>Pourquoi commencer par sa solution est une erreur strat\u00e9gique document\u00e9e<\/li>\n\n\n\n<li>Comment la s\u00e9quence de votre discours compte autant que son contenu<\/li>\n\n\n\n<li>Ce que Kahneman et Tversky ont prouv\u00e9 avec 600 patients fictifs et ce que \u00e7a dit de vos comit\u00e9s de direction<\/li>\n\n\n\n<li>Comment retravailler ce cadre pour rendre la solution in\u00e9vitable<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Si vous pr\u00e9sentez r\u00e9guli\u00e8rement dans des contextes \u00e0 enjeu, ne manquez pas cet \u00e9pisode.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Il changera la fa\u00e7on dont vous pensez la structure d\u2019un discours. Et donc son impact.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/www.prezman.fr\/blog\/category\/podcast-convaincre-mode-demploi\/\">D\u00e9couvrez tous les \u00e9pisodes du podcast<\/a>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00ab\u00a0Convaincre, mode d\u2019emploi\u00a0\u00bb est un podcast produit par\u00a0<a href=\"https:\/\/www.prezman.fr\/\">Prezman, l\u2019agence PowerPoint<\/a>\u00a0de r\u00e9f\u00e9rence en strat\u00e9gie et design de pr\u00e9sentation.<\/p>\n","protected":false},"excerpt":{"rendered":"Dans cet \u00e9pisode de \u00ab\u00a0Convaincre, mode d&#8217;emploi\u00a0\u00bb, d\u00e9couvrez comment la mani\u00e8re dont on pr\u00e9sente une information d\u00e9termine notre jugement.\n","protected":false},"author":3,"featured_media":1063,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[11],"tags":[],"class_list":["post-1058","post","type-post","status-publish","format-standard","has-post-thumbnail","category-podcast-convaincre-mode-demploi"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Episode #1 Le cadrage cognitif<\/title>\n<meta name=\"description\" content=\"Dans cet \u00e9pisode de &quot;Convaincre, mode d&#039;emploi&quot;, d\u00e9couvrez comment la mani\u00e8re dont on pr\u00e9sente une information d\u00e9termine notre jugement.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.prezman.fr\/blog\/1-le-cadrage-cognitif-pourquoi-votre-solution-est-rejetee-avant-detre-entendue\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Episode #1 Le cadrage cognitif\" \/>\n<meta property=\"og:description\" content=\"Dans cet \u00e9pisode de &quot;Convaincre, mode d&#039;emploi&quot;, d\u00e9couvrez comment la mani\u00e8re dont on pr\u00e9sente une information d\u00e9termine notre jugement.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.prezman.fr\/blog\/1-le-cadrage-cognitif-pourquoi-votre-solution-est-rejetee-avant-detre-entendue\/\" \/>\n<meta property=\"og:site_name\" content=\"Prezman Blog\" \/>\n<meta property=\"article:published_time\" content=\"2026-05-27T08:26:09+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-05-27T09:08:38+00:00\" \/>\n<meta property=\"og:image\" 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