- Well Structured
- Concrete Examples
Bartering requires creative problem solving and promotes enlightened self-interest. Today’s adversarial “monetary mind-set” often turns out to be ineffective at solving problems because it focuses on winners and losers. Brian C. Gunia asserts that a “bartering mind-set” promises everyone a good deal. By expanding the available number of partners, goods and services, participants can build resources together. Gunia 0ffers five steps for applying the bartering mind-set in negotiations. He says to determine your needs broadly and cultivate powerful partnerships to establish diverse options, enjoy less conflict and promote deals that satisfy all partie
About the Author
Brian C. Gunia, PhD, is an associate professor at Johns Hopkins University’s Carey Business School. His research focuses on how people jeopardize their careers by acting unethically, negotiating ineffectually and sleeping poorly.