Author: briangunia

  • COVID-19: Life’s still negotiable

    In moments like these, when the world’s out of control, little seems negotiable. But I’m here to tell you that negotiation is needed now more than ever. Indeed, if we don’t at least try to negotiate a new path through uncertain and frightening times, we’re sure to make an already bad situation worse. To see…

  • Negotiating the open middle seat

    If you’ve flown in the past, it might seem impossible. But if you’re flying in the present (age of the virus), it’s actually becoming probable: an open middle seat. Indeed, I’m looking at one as I type this. Find yourself and your row-mate with an open middle seat, and you find yourself with a negotiation.…

  • Picking the right (and wrong) time to negotiate

    As I’ve noted repeatedly before, one of our biggest challenges as negotiators is overcoming misguided mythology about negotiation. The way we imagine negotiations is simply not the way many real-world negotiations happen. A prominent aspect of that mythology, in turn, is the idea that negotiations happen at pre-appointed places and times—two people staring at each…