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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: I Negotiate up to $30,000 More in Every Job Using 'Door-in-the-Face' Business Insider Dak Prescott’s agents provide behind-the-scenes look at the negotiation process with the Cowboys Blogging The Boys Trump’s shadow looms as offshore wind price negotiation deadline missed CommonWealth Beacon Nebraska Department of Natural Resources official says Colorado landowners seem uninterested in canal negotiations Nebraska Public Media Teacher negotiations open with proposals for pay bump, changes for therapists, social workers Grand Forks Herald How Brock Purdy's Agent Could Complicate Negotiations with the 49ers Sports Illustrated Trump is 'always up for a good negotiation,' White House says, as April 2 'Liberation Day' tariffs loom Fox Business Trump's shadow looms as offshore wind price negotiation deadline missed The Register-Herald Lenawee County to negotiate restarting funding of Lenawee Now economic development agency lenconnect.com Sudan’s leaders must choose negotiation over endless war Sudan Tribune Paris set to host difficult negotiations on tackling commercial hacking tools The Record from Recorded Future News Five Key Moments: Hearing on Trade Negotiation Priorities House Ways and Means (.gov) Canada, U.S. Columbia River Treaty negotiations in jeopardy Cascade PBS News ZeniMax union "overwhelming" votes to authorise strike if Microsoft contract negotiations break down GamesIndustry.biz SMU Survey: Mills unlikely to budge on price, buyers say Steel Market Update 'Better Negotiation Position': Barbara Corcoran Says Do These 2 Things When Asking For a Raise at Work Entrepreneur Deciphering Cowboys’ Jerry Jones: Will swipe at agent impact Micah Parsons negotiations? Dallas News Tehran has rejected direct negotiations with the U.S. after Trump letter, Iranian president says CBS News Micah Parsons' agent David Mulugheta talks strategy for players negotiating contracts Sports Illustrated NFL approves change to free agent negotiation window Yahoo Sports Chicago's CPS secures proposed contract deal, ending year-long teacher negotiation standoff Times of India Negotiation deadline looms for Anthem-MU Health Care selfemployed.com Donald Trump’s Overwhelming Force/Surrender Style of Negotiation and Governing Toda Peace Institute Los Angeles Rams: Aggressive Negotiation Could Drive Extension Price Through The Roof - LAFB Network Byrne and Serino Urge Comcast to Keep YES Network Live During Negotiations Putnam County (.gov) Update: First Student and Bus Drivers in Contract Negotiations Seattle Public Schools US FDA Staffing Uncertainty Could Impact Upcoming User Fee Negotiations insights.citeline.com Hartford HealthCare, UnitedHealthcare still negotiating; contract expires at midnight Hartford Business Journal Second Set of Part D Drugs for Medicare Negotiation Includes Blockbuster Diabetes and Weight-Loss Drugs Medicare Rights Center Negotiation drama unfolds as Micah Parsons holds all the leverage in Cowboys’ offseason saga with Jerry Jones unresponsive to agent's calls motociclismo.pt City manager negotiations begin, again Navasota Examiner | All you need to know about the Furlani-Paratici negotiations Milanreports.com Russian, Iranian deputy foreign ministers discuss negotiations on Tehran’s nuclear program The Times of Israel Negotiations with Portland Adult Education union headed for mediation The Portland Press Herald Bengals superstar Trey Hendrickson's public gripes spark trade speculation but backfire as Cincinnati digs in for negotiations MotorcycleSports What People Still Get Wrong About Negotiations Harvard Business Review Healthcare workers gather again after little negotiation progress SwiftCurrentOnline A message to the campus community on faculty negotiations, March 26, 2025 Illinois State University News As tariff clock counts down, Trump is still up for 'a good negotiation' The Economic Times Students Learn Art of Negotiation at NBLSA Competition University of Virginia School of Law Cowboys Headlines: Parsons turns negotiations over to the professionals, Diggs out Week 1 Cowboys Wire Free Agency Negotiation Period Begins Monday Tampa Bay Buccaneers How ‘Masculine Energy’ Can Hinder Your Negotiation Success Columbia Business School Gen Z is changing the game for salary negotiations. Here's who's winning. The Business Journals South Hamilton School board to meet Tuesday evening,April 1st for negotiation session. - kqradio.com Amid Trump letter: US, Iran in talks for potential negotiations www.israelhayom.com ZeniMax Union Is Ready To Go On Strike Vs. Microsoft After Two Years Of Contract Negotiations gameranx.com Ukraine war latest: Putin will have nothing to say at peace negotiations, Zelensky says The Kyiv Independent A message to the campus community on faculty negotiations, March 22, 2025 Illinois State University News How Brandon Aiyuk Could Impact Brock Purdy's Negotiation with 49ers Sports Illustrated |
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