Author: briangunia

  • Contracts as conversation starters

    If you’ve ever hired a contractor, you know there’s something about a contract that makes it seem final. Maybe it’s the careful calculations, detailed specifications, or numerous terms and conditions. Regardless, there’s something about most contracts that make them seem like the end of the discussion. But I’m here to tell you that a contract…

  • Giving away freebies: An “irrational” business strategy

    Business 101: When a customer asks you to do some service or provide some good, find a way to charge them. Right? Wrong. Well, not entirely wrong, but let me tell you about an important set of situations in which giving away freebies can actually make selling more negotiable. First, a series of stories: I…

  • Revision requests from journals: Time to negotiate!

    Revision requests from journals—when you’re lucky enough to receive them—represent golden opportunities to negotiate: with reviewers, as I’ve suggested before, but also with coauthor(s). Consider some of the many topics that may require at least an implicit negotiation with your coauthors: Whether the revision is doable Timelines and deadlines How to respond to reviewer requests…