Author: briangunia

  • The best-kept secrets of non-leader negotiators

    My last post discussed how organizational leaders negotiate. But a nettlesome fact remains: Many of us are not leaders! We find ourselves farther down the food chain, sometimes much farther. So a nettlesome question remains: How can non-leaders negotiate? Since the practices of the most effective non-leader negotiators can make many people’s lives negotiable, let’s…

  • How do leaders negotiate? Little like we imagine

    When most people think of negotiations, they think of brief meetings in which two people angle toward an eventual decision. Which price? What features? How many days of vacation? Whatever the specifics, an intense discussion increasingly narrows the gap between the demands made by two parties, who ultimately make a decision. But anyone who leads…

  • Which is worse: Negotiation failure or failing to negotiate?

    I recently traveled to Australia for work, visiting an open-air market for some family souvenirs. Now, an Australian market is not an Indian or Turkish market—not a place where haggling is necessary or necessarily expected. So I suspected going in that any attempts at negotiation would not be particularly fruitful. And I could’ve decided to…