The Bartering Mindset: A Mostly-Forgotten Framework for Mastering Your Next Negotiation

By Brian C. Gunia

© 2019

Ever wonder why negotiating is so hard—why many of us don’t get the critical raise, can’t convince the teenager to get home on time, and never leave the car dealer feeling very good? According to The Bartering Mindset, the answer lies all around us—in our many daily monetary transactions. In particular, the book suggests that our daily exposure to money leads us to use think about negotiations as monetary transactions (adopt a "monetary mindset"), which inevitably prompts us to make counterproductive assumptions about negotiation and thus negotiate badly.

So is everyone in a monetary economy fated to fail? Luckily not, since money is far from the only metaphor we can use for negotiations. The Bartering Mindset argues that by thinking about negotiations as bartering trades instead (adopting the "bartering mindset"), we can all learn to negotiate better and more productively. And it trains you to do just that through a straightforward, five-step process. Ultimately, The Bartering Mindset reminds you of a "mostly forgotten" mindset that will make even the most challenging, money-focused negotiations negotiable!

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Product Details

  • Division: Scholarly Publishing
  • Imprint: Rotman-UTP Publishing
  • World Rights
  • Page Count: 248 pages
  • Dimensions: 6.0in x 1.0in x 9.0in
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SKU# SP004470

  • AVAILABLE MAR 2019

    From: $21.42

    Regular Price: $32.95

    ISBN 9781487500962
  • AVAILABLE APR 2019

    From: $21.42

    Regular Price: $32.95

Quick Overview

Our reliance on a monetary mindset generally leads us to negotiate badly. This book will train you to negotiate more effectively, providing you with the strategies needed to apply the bartering mindset to your own monetary negotiations.

The Bartering Mindset: A Mostly-Forgotten Framework for Mastering Your Next Negotiation

By Brian C. Gunia

© 2019

Ever wonder why negotiating is so hard—why many of us don’t get the critical raise, can’t convince the teenager to get home on time, and never leave the car dealer feeling very good? According to The Bartering Mindset, the answer lies all around us—in our many daily monetary transactions. In particular, the book suggests that our daily exposure to money leads us to use think about negotiations as monetary transactions (adopt a "monetary mindset"), which inevitably prompts us to make counterproductive assumptions about negotiation and thus negotiate badly.

So is everyone in a monetary economy fated to fail? Luckily not, since money is far from the only metaphor we can use for negotiations. The Bartering Mindset argues that by thinking about negotiations as bartering trades instead (adopting the "bartering mindset"), we can all learn to negotiate better and more productively. And it trains you to do just that through a straightforward, five-step process. Ultimately, The Bartering Mindset reminds you of a "mostly forgotten" mindset that will make even the most challenging, money-focused negotiations negotiable!

Continue Reading Read Less

Product Details

  • Division: Scholarly Publishing
  • Imprint: Rotman-UTP Publishing
  • World Rights
  • Page Count: 248 pages
  • Dimensions: 6.0in x 1.0in x 9.0in
  • Reviews

    "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 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 to take a close look at The Bartering Mindset."


    Roy J. Lewicki, Irving Abramowitz Memorial Professor Emeritus, The Ohio State University

    "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

    "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 negotiation outcomes."


    David E. Meen, Director Emeritus, McKinsey & Company, Inc.

    "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. 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

    "So true to bartering as I know it! 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 and CEO, Southern Barter Club
  • Author Information

    Brian C. Gunia is Associate Professor at the Carey Business School, Johns Hopkins University.
  • Table of contents

    Acknowledgments

    1 The Limits of the Monetary Mindset
    2 The Bartering Mindset
    3 Step 1: Deeply and Broadly Defi ne Your Needs and Offerings
    4 Steps 2–3: Map Out the Full Range of Transaction Partners and the Full Range of Their Possible Needs and Off erings
    5 Step 4: Anticipate the Most Powerful Set of Partnerships across the Market
    6 Step 5: Cultivate the Most Powerful Set of Partnerships across the Market
    7 Integrating the Bartering and Monetary Mindsets
    8 Objections to the Bartering Mindset
    9 Conclusions and Applications
    Notes
    Index