Author: briangunia

  • Delayed response: Replying to emails sluggishly but strategically

    I have to admit it: I am a compulsive email replier. I feel the acute need to reply almost immediately to every email I receive. Unfortunately, this tendency is not always helpful, particularly in the context of an email negotiation. Indeed, sending a delayed reply, uncomfortable as it may be, can help negotiators in many…

  • Dissatisfactory service: Separating the person from the problem?

    It happens too often: dissatisfactory service spoils an otherwise satisfactory experience. Given the ubiquity of such events, it probably makes sense to consider our reactions carefully, comparing them against the types of reactions that can make life negotiable. Let’s start by considering two real and recent experiences from my own life: Last Friday, we arrived…

  • Making hotels negotiable

    The Memorial Day weekend saw me and many others staying in a hotel. And staying in a hotel reminded me just how many aspects of a hotel stay are negotiable—how many aspects of a hotel stay often require negotiation to make life negotiable. Luckily, many hotel negotiations rely heavily on just one principle: the notion…