Brian Gunia Books
Brian C. Gunia is an Associate Professor at the Johns Hopkins Carey Business School.
Known for: The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation
Books by Brian Gunia
The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation
The Bartering Mindset explores how the principles of bartering can transform modern negotiation practices. Brian Gunia argues that adopting a barterer's perspective—focused on mutual benefit, creativity, and resourcefulness—can help individuals and organizations negotiate more effectively. Drawing on research and practical examples, the book provides a framework for applying this mindset to everyday professional and personal negotiations.
Read SummaryKey Insights from Brian Gunia
The Historical Context of Bartering
Bartering preceded the invention of money. It was a living system of exchange that required deep empathy and creativity. Early societies didn’t have standardized currencies; they had networks of cooperation. If one person had surplus grain and another had livestock, they’d find some middle ground—pe...
From The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation
The Psychological Foundations of Negotiation
Negotiation, as practiced today, is often clouded by cognitive biases. We’re wired to see scarcity where there might be abundance. We fall into what scholars call the 'fixed-pie assumption'—the belief that every negotiation is a competition over a limited resource. This mental shortcut makes us defe...
From The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation
About Brian Gunia
Brian C. Gunia is an Associate Professor at the Johns Hopkins Carey Business School. His research focuses on negotiation, decision-making, and ethical behavior in organizations. He has published widely in academic journals and is recognized for his work on practical negotiation strategies and behavi...
Read more
Brian C. Gunia is an Associate Professor at the Johns Hopkins Carey Business School. His research focuses on negotiation, decision-making, and ethical behavior in organizations. He has published widely in academic journals and is recognized for his work on practical negotiation strategies and behavi...
Brian C. Gunia is an Associate Professor at the Johns Hopkins Carey Business School. His research focuses on negotiation, decision-making, and ethical behavior in organizations. He has published widely in academic journals and is recognized for his work on practical negotiation strategies and behavioral ethics.
Frequently Asked Questions
Brian C. Gunia is an Associate Professor at the Johns Hopkins Carey Business School.
Read Brian Gunia's books in 15 minutes
Get AI-powered summaries with key insights from 1 book by Brian Gunia.