In 'The Bartering Mindset', Brian C. Gunia unveils the hidden dynamics that drive successful negotiations beyond simple monetary exchanges. He introduces the unique concept of viewing transactions as opportunities for mutual benefit and relationship building. Through expert insights and practical strategies, Gunia empowers readers to transform their approach to deals, fostering creativity in problem-solving. Delve into real-world examples that illustrate the power of perception and value in bartering. This thought-provoking read challenges conventional thinking and invites you to rethink your negotiation style.
By Brian C. Gunia
Published: 2019
"In every exchange, we hold the power to transform not just our outcomes, but also the possibilities of understanding each other."
We use money to solve our everyday problems, and it generally works well. Despite its economic benefits, however, money has a psychological downside: it trains us to think about negotiations narrow-mindedly, leading us to negotiate badly. Suggesting that we need a non-monetary mindset to negotiate better, The Bartering Mindset shows us how to look outside the monetary economy - to the bartering economies of the past, where people traded what they had for what they needed. The book argues that, because of the economic difficulties associated with bartering, barterers had to use a more sophisticated form of negotiation - a strategic approach that can make us master negotiators today. This book immerses readers in the assumptions made by barterers, collectively referred to as the "bartering mindset," and then demonstrates how to apply this mindset to modern, monetary negotiations. The Bartering Mindset concludes that our individual, organizational, and social problems fester for a predictable reason: we apply a monetary mindset to our negotiations, leading to suboptimal thinking, counterproductive behaviors, and disappointing outcomes. By offering the bartering mindset as an alternative, this book will help people negotiate better and thrive.
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“In every exchange, we hold the power to transform not just our outcomes, but also the possibilities of understanding each other.”
The Bartering Mindset
By Brian C. Gunia
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Brian C. Gunia is a renowned author and scholar known for his insightful explorations of management, decision-making, and negotiation. His notable works include 'The Negotiation Book: Your Definitive Guide to Successful Negotiating,' which has been lauded for its practical advice and engaging style. Gunia's writing is characterized by its clarity and ability to distill complex concepts into accessible insights, making him a respected voice in both academic and professional circles.
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