Author: briangunia

  • Negotiating to protect our time

    One of the primary reasons people negotiate is to allocate scarce resources. And one of the scarcest of all resources is time. So it should come as no surprise that protecting our time—much as it seems little like a negotiation—is. Indeed, I would go so far as to say that our success in preserving certain…

  • Five non-deceptive reasons that negotiators don’t tell the full truth

    One of the biggest challenges any negotiator faces is getting the full truth from their counterpart—in particular, learning the real interests lurking behind their positions. Why’s my coworker really pushing that proposal? Why’s the homeowner really delaying that inspection? Facing a less-than-fully forthcoming counterpart, most of us draw a simple conclusion: They must be concealing…

  • Bartering over burgers: How trades and transfers can make you happier and healthier

    I love to eat out with my family. But I and any other adult who eats at restaurants receptive to small kids often encounters a problem: The meals on offer don’t quite match their culinary or health goals. In these situations, and in accordance with my book The Bartering Mindset, I’ve found that trading and…