Author: briangunia

  • Influencing by volunteering

    In organizations, tasks often arise that no one really needs or wants to do. An agenda needs to be developed; a Google doc needs to be compiled; a memo needs to be written. If it doesn’t fit neatly into anyone’s job description or fall squarely onto anyone’s plate, getting it done obviously requires someone to…

  • Declaring yourself a negotiation superhero—By considering your plan B

    Worried about an upcoming negotiation? Dreading the back-and-forth? The fast ones your counterpart is sure to pull when you’re not looking? Well, don’t fear: here’s a research-based suggestion that can make negotiations negotiable: actively thinking about your BATNA. I’ve repeatedly discussed the importance of BATNA: your Best Alternative to Negotiated Agreement, or simply your Plan…

  • The sound of silence—or successful negotiation

    What does a successful negotiator sound like? Maybe you never asked. But if you ask now, I know the answer. Someone loud, aggressive, and potentially angry—right? Well, I just finished teaching an executive education course on cross-cultural negotiation, and it struck me that the most effective negotiators sounded nothing like that. Since understanding what a…