Chunking (2)

In the same way you can chunk a concept down. For instance, instead of talking of a dog, you might consider a particular dog, or part of a dog (such as the paw), or something which dogs do (such as barking). Chunking sideways or laterally, you stay on the same level. Thus dogs chunk laterally to cats, cows, kangaroos or any other mammals, of which they all form a lower chunk level. Sometimes, when communicating, it helps to chunk up, and at other times you can get a better outcome by chunking down or laterally. Depending on your desired outcome or response, vague generalities may suffice. At other times you may need to deal in more detailed, specific information. On the one hand you want to 'see the big picture', or get a better perspective, and on the other hand you wish to 'focus on the detail'. Just as words can reflect our sensory preference, in the same way the words we use may also reflect the chunk sizes we use and where in a hierarchy of ideas they fall. Understanding language in this way will help you immediately in everyday communication. In negotiation or selling you will typically need flexibility within the whole spectrum, from vague to specific, big chunk to small chunk. Then, by chunking down, you may isolate any obstacles to agreement, and the particular issue that needs addressing. This may hinge on a single clause in a contract, or it might turn out to involve, when isolated, a very minor concession. You may also need to chunk down when any plan or agreement needs implementing, as generalities will not suffice at this stage. Laterally, you might compare with another deal you have done, or an example of the particular issue under consideration.