The Bartering Mindset A Mostly Forgotten Framework for Mastering Your Next Negotiation Brian 1487512171 9781487512170

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Product details:

• ISBN 10: 1487512171
• ISBN 13: 9781487512170
• Author: Brian C. Gunia

We use money to solve our everyday problems, and it generally works well. Despite its economic benefits, however, money has a psychological downside: it trains us to think about negotiations narrow-mindedly, leading us to negotiate badly. Suggesting that we need a non-monetary mindset to negotiate better, The Bartering Mindset shows us how to look outside the monetary economy – to the bartering economies of the past, where people traded what they had for what they needed. The book argues that, because of the economic difficulties associated with bartering, barterers had to use a more sophisticated form of negotiation – a strategic approach that can make us master negotiators today.

Table of contents:

1 The Limits of the Monetary Mindset

2 The Bartering Mindset

3 Step 1: Deeply and Broadly Define Your Needs and Offerings

4 Steps 2–3: Map Out the Full Range of Transaction Partners and the Full Range of Their Possible Needs and Offerings

5 Step 4: Anticipate the Most Powerful Set of Partnerships across the Market

6 Step 5: Cultivate the Most Powerful Set of Partnerships across the Market

7 Integrating the Bartering and Monetary Mindsets

8 Objections to the Bartering Mindset

9 Conclusions and Applications

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