Author: briangunia

  • Are kids better negotiators?

    Does older mean wiser and better? In negotiations, the answer is far from clear. Indeed, as most parents can attest, kids are often surprisingly adept negotiators, displaying a plethora of negotiation skills their elders have long since forgotten. So in hopes of making parenthood and adulthood more negotiable, let’s unpack some of the long-forgotten secrets…

  • Can negotiation research make you a better presenter?

    Making presentations is a major part of many people’s jobs. So wouldn’t it be nice to somehow make presentations more negotiable? Here, as in many areas, negotiation research can help. In particular, a broad reading of the negotiation literature’s distinction between distributive and integrative approaches can help to manage the many types of difficult audience…

  • When win-win negotiation = win-lose negotiation

    Many have commented on the risks managers face by not assuming a win-win approach in negotiation—and I am one. Obstinately reject all your employees’ requests, suppliers’ inquiries, and peers’ pleas for help, and you’ll quickly find yourself on the other side of a pink slip. But, as my friend Georg Berkel is discussing in his…