The Bartering Mindset
A Mostly-Forgotten Framework for Mastering Your Next Negotiation
by Brian C. Gunia
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Pub Date Mar 12 2019 | Archive Date Feb 14 2019
University of Toronto Press | Rotman-UTP Publishing
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Description
Did you ever wonder why negotiating is so hard—why so many of us fail to win that critical raise, convince that teenager to get home on time, or persuade that supplier to cut their price? Brian C. Gunia suggests that the answer lies all around us, in our many daily monetary transactions. In The Bartering Mindset, Gunia argues that our daily exposure to money leads us to use see negotiations as monetary transactions (adopt a “monetary mindset”), which inevitably leads us to make counterproductive assumptions about negotiation and thus negotiate badly.
So is everyone in a monetary economy doomed to fail? Luckily not, since money is but one of many economic transactions we can use as a metaphor for negotiations. By thinking about negotiations as bartering trades—direct exchanges of goods or services—instead, we can all learn to negotiate better and more productively.
The Bartering Mindset starts by showing you why bartering is better: because the difficulties of bartering transactions necessitate a more sophisticated way of thinking—the “bartering mindset.” It then shows you how to adopt the bartering mindset right away, walking you through a five-step process for remembering the mostly-forgotten mindset and applying it to your modern, money-laden negotiations. Ultimately, you’ll come away a stronger and more sophisticated negotiator.
Advance Praise
“This book does something highly unusual: it offers insights about negotiation that are both novel and useful. Brian Gunia is an expert on how we can get better at bargaining through bartering, and the studies and stories he shares in this engaging read are well worth your time.”
- Adam Grant, New York Times bestselling author of Give and Take, Originals and Option B with Sheryl Sandberg
“The Bartering Mindset is a powerful and strategic mindset for successful negotiations and achieving your goals. It offers a pathbreaking and eminently actionable take on the negotiations of the future. You’ll thank yourself for reading it—I did!”
- Dan Givol, Product Strategy, Capital One
“In the decades since Getting to Yes, fresh perspectives on negotiation have been exceedingly rare. By combining ideas from bartering and the psychology of money, The Bartering Mindset offers a totally new perspective on negotiation. It shows, in surprisingly simple language, how to think differently about negotiations in order to negotiate more effectively. The Bartering Mindset is the go-to book for anyone hoping to master their next negotiation.”
- Jeanne Brett, DeWitt W. Buchanan, Jr. Distinguished Professor of Dispute Resolution and Organizations, Kellogg School of Management at Northwestern University
“Almost all of the research and advice on negotiation has been dominated by a ‘money’ mindset—that is, negotiations are about money and other economic outcomes. Marshaling decades of evidence, Gunia persuasively shows us that negotiation has neglected the world of bartering as an important alternative perspective. In the process, he offers a set of tools and strategies (including multiple, real-world applications) that can truly make the lessons from negotiation training stick. Importantly, his methodology also provides a playbook for mastering the multi-party, multi-issue negotiations so common in the real world. I would urge negotiators and negotiation scholars alike take a close look at The Bartering Mindset.”
- Roy J. Lewicki, Irving Abramowitz Memorial Professor Emeritus, The Ohio State University
“So true to bartering as I know it! An accomplished scholar and teacher, Gunia pulls back the curtain on barter, showing the world how to thrive by thinking in terms of trades. A must-read for anyone who wants to discover the magic of bartering!”
- Laurie Sossa, Founder, CEO, Southern Barter Club
“The Bartering Mindset is a transformative book that will lead everyone, from scholars to practitioners, to look at all negotiations in a new light. Gunia shows how adopting a new frame, a new lens on negotiations can put people in the right mindset for success. If there is one book you’ll need to prepare for negotiation, this is it!”
- Adam Galinsky, bestselling author of Friend & Foe and Chair of the Management Division, Columbia Business School
“Brian Gunia has achieved a difficult and very valuable trifecta. He has leavened important insights from behavioral psychology, and relevant frameworks from negotiating theory, with intensely practical problem solving know how. The result is an innovative but pragmatic 'how to' guide to significantly improve negotiating outcomes. Borrowing from his pleasantly accessible writing style: he has helped me to unleash my inner 'Bart'!”
- David E. Meen, Director Emeritus, McKinsey & Company, Inc.
“Whether they’re dealing with change, grappling with resource constraints, or adapting to turbulent times, leaders and managers everywhere will find guidance (and even hope) in this book. I particularly like how Gunia trains the reader to negotiate with a wide variety of people at the same time—rare in negotiation books but critical in organizations!”
- Paula Falat, Change Management Executive and Speaker
Marketing Plan
- International Review Mailing
- Author Interviews
- Book Trailer
- E-Marketing Campaign
- Academic & Business Journals
- Conferences
- International Review Mailing
- Author Interviews
- Book Trailer
- E-Marketing Campaign
- Academic & Business Journals
- Conferences
Available Editions
| EDITION | Hardcover |
| ISBN | 9781487500962 |
| PRICE | CA$32.95 (CAD) |
