Author: briangunia

  • Negotiating Better by Negotiating like a Barterer

    On a recent wintry weekend, for the lack of a better option, my daughters and I visited “Ridley’s Accept it or Else.” Our excitement over this museum of the odd must’ve been obvious, as the receptionist immediately offered a three-attraction combo ticket. “And what does that include?” I inquired. “All our weird and wacky attractions,”…

  • Who does what? Navigating our continuous negotiations at work

    When most people hear “negotiation,” they think of buying a car, buying a house, or demanding a raise. But those negotiations only happen occasionally. If you’ve read my previous posts, you know that other, more mundane negotiations are far more common—and potentially far more important. Indeed, there’s one such negotiation that most employed individuals face…

  • How to say no in negotiation

    Despite the title of negotiation’s seminal text—Getting to Yes—the best negotiators often find themselves saying no. That’s because the goal of negotiation is not agreement—it’s achieving your interests wherever you best can, which is often somewhere else. But this begs a big “how”: how to say no the right way. Sadly, it’s not as simple…