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Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
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Communicating Across Time Horizons
There was a time in my life when I sold life insurance. Well, to be frank, I tried to sell life insurance. With little success. And while I didn't sell any insurance, I did learn a thing or two, and I'd like to explore one of them with you today - time horizons. Some of the prospective policyholders I met could visualize themselves well into the future, say 20 or 30 years into the future. They were obviously good prospects for life insurance. Others focused more on the coming year or few years. To them, something that might or might not happen 20 years ahead was a pure abstraction with little relevance. Now, let's put these perspectives into a communication context: When you send or receive messages, do you factor in the time horizon of the person who sent you a message or gets one from you? Let's consider an example that's similar to my experience. Say you're trying to sell mutual funds to a new investor. You enthusiastically point out the possibility of getting rich by saving every month for perhaps 25 years. But the person across the desk looks at you with a blank face. Perhaps he's thinking to himself that the money could be used to pay down the loan on his truck in three years instead of five, and then he could buy a new one much sooner. Or, consider the time horizons that involve communication between managers and the people who report to them. Generally speaking, the higher you are in a hierarchy, the further ahead you're expected to look and anticipate. So, how do you handle messages to people who have different time horizons than you? First, be aware of the possibility that they may exist. Ask a few probing questions that help you find differences. Second, use visualizations that help others imagine the future, and how they'll fit into that picture. For example, companies that sell retirement packages spend a lot of money trying to get us to imagine ourselves basking in luxury on a tropical beach. Third, don't just talk about that future time in an abstract way. Personalize it by explaining how it will affect the person you're addressing. Give that person a stake in the future you foresee. This is similar to the way that many insurance companies sell products like home insurance and even employers liability insurance, and come on, these are crucial requirements for most individuals. Fourth, get to that future time in steps, not in one big jump. Don't ask a 25 year old to visualize where she'll be at age 65. Instead, talk to her about the typical life styles at ages 35, 45, 55, and 65. Finally, put the processes into reverse if someone else asks you to visualize a time horizon that's unfamiliar. Ask yourself what kind of assumptions and visions he brings to his scenario, and adjust accordingly. In summary, different time horizons can be a barrier to good communication. To overcome these potential barriers you start by first recognizing the possibility of their existence. If they do exist you can use visualization, personalization, and a series of time steps rather than one big jump. Robert F. Abbott writes and publishes Abbott's Communication Letter. Learn how you can use communication to help achieve your goals, by reading articles or subscribing to this ad-supported newsletter. An excellent resource for leaders and managers, at:http://www.communication-newsletter.com
MORE RESOURCES: Hamas says disarmament ‘not up for negotiation’ ahead of talks with Egyptian mediators The Times of Israel China denies existence of tariff negotiation with US Global Times Sphere Shares Jump on Debt Negotiation News, Music Stocks Up Overall as Tariffs Confusion Eases Billboard 'US should stop creating confusion': China eases some tariffs, denies Trump's negotiation claims Deccan Herald Ambassador Greer Issues Statement on Trade Negotiation Progress with India United States Trade Representative (.gov) Iran and the U.S. hold negotiations over the Islamic Republic's rapidly advancing nuclear program Fortune The Effect of Delaying the Selection of Small Molecule Drugs for Medicare Drug Price Negotiation KFF Kremlin sees ‘breakthrough’ in Ukraine negotiation after Putin’s meeting with Trump envoy EL PAÍS English Pope urged ‘reason and honest negotiation’ over conflicts — homily The Times of Israel Negotiations between Iran, US over Tehran’s nuclear program set to return to Oman The Times of Israel When should six drugs count as one? The answer could be a big deal for pharma companies statnews.com China issues a stark trade warning to Japan and Taiwan as they negotiate tariffs with the U.S. Fast Company Time Is Ticking For Trump To Negotiate Trade Deals Investopedia Iran’s defense capabilities not subject to negotiation with U.S.: Foreign Ministry spokesperson IRNA English Trump's negotiation spiderweb Belsat.eu The Trump-Putin Negotiations Geopolitical Futures 3 Negotiation Tips to Give You the Critical Advantage The White Coat Investor Translation of "Negotiations: the Power of Diplomacy" unveiled at Muscat International Book Fair Tehran Times Iran and US envoys hold 1st negotiation over Tehran's nuclear program, and talk face-to-face AP News Trump slams Zelenskyy for rejecting Ukraine-Russia negotiations, saying a deal was 'very close' NBC News Nursing news and resources Washington State Nurses Association Trump tariffs live updates: China eases chip tariffs as US signals quick trade deal with South Korea Yahoo Finance Nico Iamaleava ‘felt betrayed’ by contract negotiation leaks, per report Saturday Down South Board Votes to Send SSA Offer to Recorder, Outlines Timeline of Negotiations to Date Maricopa County (.gov) Budget policy negotiations see progress NEWS10 ABC Iranian Foreign Minister launches book on negotiation skills in Muscat before talks with US thenationalnews.com Letter: Some people clearly don't understand trade negotiations Yakima Herald-Republic Second Set of Part D Drugs for Medicare Negotiation Includes Blockbuster Diabetes and Weight-Loss Drugs Medicare Rights Center What do 'expert level' talks signal for the progress of the Iran-US nuclear negotiations? - ABC News PON Live! The MIT AI Negotiation Competition: Negotiation Theory Meets AI Harvard Law School 49ers TE George Kittle Disputes Report About his Contract Negotiation Sports Illustrated U.S.-ROK Negotiations: An Opportunity to Reset on Trade, Investment, and Technology CSIS | Center for Strategic and International Studies Negotiations between Iran and the US over Tehran's nuclear program return to secluded Oman Santa Fe New Mexican Vestal teachers, supporters rallied amid contract negotiations. What's on the table Press & Sun-Bulletin Economic partnership deal with Japan under negotiation Hürriyet Daily News 'Trump chickened out' trending on Chinese social media as China says no tariff negotiation going on with Times of India China denies negotiations with US on tariffs, rejects pressure EFE - Agencia de noticias U.S. negotiating position on Iran in flux as talks continue The Washington Post China Says There Are No Negotiations With US Over Tariffs Transport Topics China Says There Are No Negotiations with U.S. Over Tariffs Manufacturing.net I Negotiate up to $30,000 More in Every Job Using 'Door-in-the-Face' Business Insider Budget policy negotiations see progress NEWS10 ABC Gregg Roman Discusses U.S.-Iran Nuclear Negotiations on Scripps News Middle East Forum How Trump’s Fed Fight May Undermine His Trade Negotiations The New York Times |
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