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

204 Pages·2019·1.71 MB·English

by  Brian C. Gunia

THE BARTERING MINDSET
A Mostly Forgotten Framework for Mastering Your Next
Negotiation
BRIAN C. GUNIA
THE BARTERING MINDSET
A Mostly Forgotten Framework for
Mastering Your Next Negotiation
UNIVERSITY OF TORONTO PRESS
Toronto Buffalo London
© University of Toronto Press 2019
Rotman-UTP Publishing
Toronto Buffalo London
utorontopress.com
Printed in Canada ISBN 978-1-4875-0096-2
Printed on acid-free, 100% post-consumer recycled paper with vegetable-based inks.

Library and Archives Canada Cataloguing in Publication Gunia, Brian C., 1980–, author
The bartering mindset : a mostly forgotten framework for mastering your next negotiation / Brian C. Gunia.
Includes bibliographical references and index.
ISBN 978-1-4875-0096-2 (hardcover) 1. Barter. 2. Negotiation – Economic aspects. I. Title.
HF1019.G86 2019  332’.54  C2018-905701-7

University of Toronto Press acknowledges the financial assistance to its publishing program of the Canada
Council for the Arts and the Ontario Arts Council, an agency of the Government of Ontario.
I dedicate this book to my two daughters, Vivian and Bridget. May the
bartering mindset help you find opportunities in the conflicts and challenges
that life inevitably presents.
CONTENTS
Acknowledgments
1 The Limits of the Monetary Mindset
2 The Bartering Mindset
3 Step 1: Deeply and Broadly Define 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 Offerings
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
ACKNOWLEDGMENTS
This book is the by-product of an extended and extensive collaboration, often
with people who were no more aware of a book collaboration than I was. In
other words, its ideas originate in countless and often casual interactions spread
across my academic career, many that predated the book and others that at least
ostensibly had nothing to do with it. Accordingly, any credit for the book’s
strengths should be dispersed broadly – much more broadly, even, than the
people mentioned below. (Any blame for its errors, in turn, should be directed
squarely at me.) In particular, I would like to acknowledge and thank my three
doctoral advisors at the Kellogg School of Management – Keith Murnighan,
Jeanne Brett, and Adam Galinsky. You collectively taught me to think big
without losing focus. Many of the ideas in this book are yours as much as mine.
In addition, I would like to thank my many negotiation students over the
years, at both Northwestern University and Johns Hopkins University. It was
your reflections on countless negotiation simulations – along with my own
difficulty in intelligibly explaining integrative negotiation to you – that
ultimately led me to the bartering mindset.
Much credit is due to my collaborators on negotiation research projects – you
know who you are! Each of you has pushed me to broaden and deepen my own
thinking about negotiation, without which I could not have completed this
project (or many others). Thank you.
In addition, several people were kind enough to talk through the book’s
specific ideas with me. Your questions, comments, and quizzical looks all found
a way into the book. A special thanks to Jeff Gish, David Loschelder, and
Roman Trötschel.
Several others were kind enough to read through the whole book and offer
their detailed comments and suggestions. These include three anonymous
reviewers, Jeanne Brett, Mona Mensmann, Amy Pei, and Tom Allen. Each of
you, in your own way, has dramatically improved the work. Reading through it, I
hope you can spot your fingerprints!
A big and sincere thanks to University of Toronto Press and especially
Jennifer DiDomenico, who saw early promise in the work and shepherded this
first-time book author through a thicket of considerations and decisions. Thank
you for your consistent support and consistently helpful feedback.
Last but certainly not least, I’d like to thank my immediate family: Betsy,
Vivian, and Bridget; Mom, Dad, Amy, and Abby. Though we talk about
negotiations less often than the others mentioned above, we’ve negotiated no
less often – typically to everyone’s benefit. More importantly, your constant and
unwavering support have been a consistent source of inspiration and strength.
Thank you.
THE BARTERING MINDSET
A Mostly Forgotten Framework for Mastering Your Next
Negotiation