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