Treatment plan presentations are an art form, one that can shape how a patient perceives their oral health, their options, and your credibility as a clinician.
In dentistry, presenting treatment plans effectively is crucial for patient understanding, acceptance, and compliance. One of the most powerful tools in a dental practice’s toolbelt for these situations is framing. Framing refers to the way information is presented, influencing how individuals interpret and respond to it. In dental settings, this means that patients’ understanding of risks, benefits, and urgency is not determined solely by facts, but also by how those facts are organized and connected to their unique situation.
What is Framing Theory?
Framing theory suggests that the way we present information, such as emphasizing benefits, risks, or consequences, can influence the decision-making process
For example, highlighting the potential positive outcomes of a procedure by saying, “This treatment will improve your smile and longevity of the tooth,” versus emphasizing the possible adverse outcomes by saying, “Without treatment, you will eventually lose the tooth,” each approach can lead to different patient responses.
Framing is not about “selling” dentistry; it’s a tool for ethically guiding patients through the decision-making process. Framing enables patients to transition from gathering information to taking action in a manner that fosters their autonomy and trust. Research in health communication consistently shows that patients respond more positively when information is gain-framed (emphasizing benefits) rather than loss-framed (emphasizing consequences).
Research consistently shows that patients respond more positively when information is gain-framed rather than loss-framed .
That being said, not all patients process messages the same way. Some are motivated by the prevention of loss (“You could lose this tooth if we don’t treat it”), while others are motivated by the prospect of gain (“You’ll keep your natural tooth for years to come”). You must meet your patient’s emotional and cognitive needs and align your communication with their values and readiness to receive information.
Applying Framing in Dental Treatment Plan Presentations
When dentists present treatment options, they create interpretive frames.
Framing periodontal therapy as preventive maintenance rather than disease management.
Describing a crown as protecting what’s healthy rather than fixing what’s broken.
Presenting scaling and root planing as investing in stability rather than a response to neglect.
These subtle shifts can influence whether a patient feels empowered, ashamed, or motivated, and ultimately, whether they accept care.
Tips for framing effectively in treatment presentations:
- Begin with shared language: Ask patients how they understand their condition before explaining your findings. Use the information they provide to frame your perspective.
- Contextualize, don’t overwhelm: Present the diagnosis within the broader idea of health maintenance, rather than focusing solely on repair or restoration.
- Visual framing: Show patients intraoral photos or digital scans to help them see and understand their condition more clearly, rather than thinking about it in abstract or technical terms.
- Normalize and empower: Frame treatment as a step toward health rather than a correction of failure.
- Align with values: Listen for what matters most, such as comfort, function, appearance, or longevity, and then frame recommendations accordingly.
References
Entman, R. M. (1993). Framing: Toward clarification of a fractured paradigm. Journal of Communication, 43(4), 51–58.
Goffman, E. (1974). Frame Analysis: An Essay on the Organization of Experience. Harper & Row.
Snow, D. A., & Benford, R. D. (1988). Ideology, frame resonance, and participant mobilization. International Social Movement Research, 1, 197–217.
Jessica is a clinically practicing Registered Dental Hygienist in the states of Florida, New Jersey, and Pennsylvania. She earned her Bachelor of Science degree from Pennsylvania College of Technology in 2023 and is currently pursuing a Master of Arts in Communications at Johns Hopkins University. With a focus on Health Communications and Applied Research in Communications, she is passionate about leveraging evidence-based communication practices to improve oral health outcomes and dental practice effectiveness.
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