One of the most important things to remember in the art of negotiation is that there is an element of “setting examples.” The art of negotiation takes place primarily in the mind of the person being dealt with. As a social animal, we have an instinctual reaction whenever we observe another person acting in a particular way. It is this inherent nature of our society that dictates the need for setting examples. If we are not constantly demonstrated a behavior in which we can gauge whether or not it comports with acceptable social behavior, then we are very likely to develop resistance to dealing with people whose conduct meets with resistance.
There are numerous techniques for setting examples that can be employed in any negotiation. Some of the more obvious are to give (and take) what you require and to refuse to yield in order to gain something. Setting examples is also about what you allow others to do in order to achieve what you desire. Setting an example is not always about what you do yourself; it is also sometimes about the kind of people you choose to associate yourself with.
For example, if you’re trying to sell a client a new business in New York, you might wish to take the time to make some friends in the business. You might even want to establish a networking relationship with some of the people in the business. But, as important as establishing some new connections in the course of your sales process is, what you do once you’ve cultivated a few trustworthy contacts is the next critical part of setting examples.
In many stories, the development of these relationships takes place in a third place. This third place is called the “real place,” or the context in which a character actually lives. If the sales person’s first contact in New York is with his uncle, his first dinner is at his fiance’s house, and his last meal is at a restaurant in New York City, these places and times are the real place for him to establish appropriate interpersonal relationships. The same thing holds true for the other characters in the story. And these setting examples can help you learn about how people live their lives.
Telling Fictional Stories in the Right Setting
But just as important as it is to take the time to set the real place, you should also take the time to take care to make sure that your setting is appropriate. In this case, it is not just a matter of the actual locations of the people in the story. Consider the five senses when you set up these settings: sight, smell, touch, hearing, and taste. These senses will play an integral part in your telling a good story, so pay attention to how they are depicted in your work.
Some storytellers choose to take place in only one of the five senses, but in doing so, they deprive themselves of the opportunity to show the reader how each character feels, sees, or smells. But, remember that feeling, sight, and sound are also the major elements of plot. Take time to consider how the location of each scene connects to the sensory experiences of your characters. This may require a bit of research on your part, but in the end, it will pay off by bringing life to your setting and leaving readers intrigued. You might even find that it necessitates a change in how you write.
Another aspect of setting examples is the way they relate to time. When you are creating a fictional reality, it is important to remember that time will play a key role. As your story develops, it will become necessary to describe real-world activities that relate to the plot, characters, and situations in your work. If you are writing a love letter to a specific town in England during the Industrial Revolution, you would need to describe the changes in food production, transportation, and climate that took place in this time period.
And finally, make sure that the setting you choose to describe in your work possesses the emotional power to bring joy and wonder to your characters’ lives. This is true whether you are writing a novel about imaginary friends living next door, or a script for an upcoming movie. In both cases, a carefully chosen setting can draw your audience into the world of your creation and make them happily engrossed in your work.