What is *The Bartering Mindset* by Brian Gunia about?

*The Bartering Mindset* argues that modern negotiations fail because people apply a narrow "monetary mindset." Instead, Brian Gunia advocates adopting a "bartering mindset"—a strategic approach used in pre-monetary economies—to creatively trade resources, build partnerships, and achieve mutually beneficial outcomes. The book provides a five-step framework to reframe negotiations, emphasizing collaboration over transactional thinking.

Who should read *The Bartering Mindset*?

Professionals, negotiators, and leaders seeking win-win solutions will benefit most. Psychologists, economists, and historians interested in alternative negotiation frameworks will also find value. The book’s practical examples and exercises cater to those aiming to improve workplace dynamics, salary discussions, or complex business deals.

Is *The Bartering Mindset* worth reading?

Yes, it offers a fresh perspective on negotiation, praised for blending academic research with actionable strategies. Jeanne Brett (co-author of *Getting to Yes*) calls it "the go-to book for mastering negotiations." However, some reviewers note repetitive sections and suggest skimming theoretical parts for the core framework.

What is the five-step framework in *The Bartering Mindset*?

1. **Identify needs and offerings** (beyond money). 2. **Map potential partners** who value your offerings. 3. **Research partners’ needs** to find overlaps. 4. **Negotiate creatively** with multiple stakeholders. 5. **Secure deals** by aligning incentives. This process encourages collaborative problem-solving.

How does the "bartering mindset" differ from the "monetary mindset"?

The **monetary mindset** focuses on fixed prices, zero-sum outcomes, and short-term gains. The **bartering mindset** prioritizes resource flexibility, long-term relationships, and multi-party trades (e.g., exchanging skills, time, or favors). This shift reduces conflict and unlocks unconventional solutions.

What are key quotes from *The Bartering Mindset*?

- **“Our problems fester because we apply a monetary mindset to negotiations.”** Highlights the root cause of failed deals. - **“Barterers mastered negotiation out of necessity.”** Emphasizes the historical rigor of non-monetary trades.

What are the main criticisms of *The Bartering Mindset*?

Critics argue the book’s concepts could be condensed into a shorter format, citing repetitive examples and superficial exercises. The fictional case studies (e.g., café scenarios) are seen as less practical for real-world applications.

How can I apply the bartering mindset to salary negotiations?

- **Expand offerings**: Propose flexible hours, mentorship roles, or project leadership in addition to monetary pay. - **Identify employer needs**: Align your skills with their strategic goals. - **Leverage partnerships**: Collaborate with HR or mentors to structure a tailored package.

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법

일상적인 협상을 마스터하기 위한, 거의 잊혀진 프레임워크

브라이언 구니아

3.32(57 Reviews)

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법 개요

돈만 오가는 협상은 잊으십시오. "물물교환 마인드셋(The Bartering Mindset)"은 가치 교환적 사고가 어떻게 협상을 변화시키는지 보여줍니다. 전통적인 협상가들이 달러에만 집중하는 반면, 학계와 조직 갈등 연구에서 지지를 받는 구니아(Gunia)의 접근 방식은 금전적 사고방식이 놓치기 쉬운 창의적인 해결책을 이끌어냅니다. 지불하는 대신 무엇을 맞교환할 수 있을까요?

전달 방식을 선택하세요

한 권의 책, 다양한 듣기 방식.

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법의 같은 아이디어를 담았습니다. 나에게 맞는 목소리, 깊이, 속도를 고르고 언제든 바꿔 보세요.

1장

Trading Places: How the Bartering Mindset Transforms Negotiations

Have you ever wondered why some of the most important negotiations in your life end with everyone feeling dissatisfied? From buying a car to resolving workplace conflicts, our approach to problem-solving often leaves value on the table. In "The Bartering Mindset," Brian Gunia offers a revolutionary perspective: our money-focused thinking is sabotaging our negotiations. The book has garnered praise from negotiation experts at Harvard, Wharton, and Kellogg, with Adam Grant calling it "one of the most original takes on negotiation I've ever read." Drawing from anthropology, psychology, and economics, Gunia reveals how our daily monetary transactions train us to think competitively when we should be thinking creatively. By tapping into the forgotten wisdom of bartering economies, he shows us how to transform our approach to life's biggest challenges-whether personal, professional, or political.

2장

The Monetary Mindset: How Money Shapes Our Thinking

Remember the shocking 2017 incident when United Airlines had passenger David Dao violently dragged off an overbooked flight? This wasn't just poor customer service-it exemplified what Gunia calls the "monetary mindset" in action. When United needed to free up seats, they saw only one solution: offer increasing amounts of money until someone accepted, then use force when that failed. They couldn't imagine creative alternatives because they were trapped in a mindset that portrays all problems as zero-sum conflicts. This monetary mindset develops naturally from our daily transactions. Every time we buy gas, groceries, or coffee, we reinforce five problematic assumptions: (1) I'll be on one side of a transaction; (2) I'll interact with just one party; (3) I want one thing while they want the opposite; (4) My gain requires their loss; and (5) Compromise is the way to avoid conflict. While these assumptions work fine for buying coffee, they fail miserably when applied to important negotiations like buying homes, negotiating salaries, or resolving political disputes. In these complex situations, we're often on both sides of transactions (selling trade-ins while buying new cars), have multiple potential counterparts, share some interests with our counterparts, and could craft creative trades rather than simple compromises. Why do most people still negotiate distributively despite decades of research advocating integrative approaches? Even foundational works like "Getting to Yes" haven't changed real-world practices because they don't address the underlying mindset problem. Given money's ubiquity, it's no surprise that distributive negotiation remains our default approach-we're constantly being trained to think this way. The consequences are significant. When we apply the monetary mindset to important problems, we see ourselves as combatants seeking the biggest slice of a fixed pie rather than collaborators maximizing everyone's interests. From salary negotiations to international disputes like the U.S.-Mexico border wall controversy, the monetary mindset creates unnecessary zero-sum conflicts where creative solutions could exist.

들리는 모든 단어를 눈으로 확인하세요

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법의 각 단어가 오디오에 맞춰 실시간으로 강조되어 편하게 따라 읽을 수 있습니다.

3장

The Bartering Alternative: Lessons from Ancient Economies

If the monetary mindset comes from our daily monetary transactions, we should look to a different type of economic exchange for a better approach: bartering, where people directly trade goods or services they have for ones they need. Bartering persists today in various forms-the sharing economy, business-to-business exchanges, international trade, and even family arrangements like helping friends move in exchange for pizza and beer. While economists dismiss bartering economies as "primitive," anthropologists note that bartering actually required inhabitants to use a highly sophisticated mindset. Without the convenience of money, barterers had to think creatively about meeting their needs through complex exchanges. Imagine Keith, a farmer in an idealized bartering economy, heading to market with his wagon of corn, barley, milk, and eggs to meet his family's winter needs. Unlike our monetary transactions, Keith must be both buyer and seller simultaneously. He knows he'll need to trade with multiple parties-both from necessity (few people can provide all his needed items) and opportunity (multiple interactions create new possibilities). Before approaching anyone, Keith carefully analyzes the market, noting the diverse array of needs and offerings-the doctor needing repairs while offering medical care, the tailor needing barley while offering warm clothes. Without market prices, he recognizes that differing personal priorities create trading opportunities rather than obstacles. Through honest conversations built on trust, he refines his understanding of partners' needs while conveying his own, ultimately assembling mutually beneficial partnerships. This bartering mindset involves five key assumptions that differ markedly from the monetary mindset: 1. Being on both sides of transactions (both buyer and seller) 2. Interacting with multiple parties 3. Recognizing diverse needs and offerings 4. Creating mutual benefits 5. Building trust-based trading relationships Since we don't live in a bartering economy, we can't simply offer corn to pay for gas. Instead, we need to translate the bartering mindset's essence into a five-step process applicable in our monetary world: (1) Deeply define your needs and offerings, (2) Map out potential transaction partners, (3) Map their needs and offerings, (4) Anticipate powerful partnerships, and (5) Cultivate those partnerships.

4장

Understanding Your Needs and Offerings: The Foundation of Better Deals

The first step of the bartering mindset requires defining your needs both deeply and broadly. To define needs deeply, ask "why?" repeatedly until reaching a fundamental need that's still achievable. For example, in a struggling cafe scenario, the initial perceived need for cost-cutting leads to the deeper need of ensuring business viability, which further reveals needs for sustainable cash flow, customer loyalty, and operational efficiency. To define needs broadly, identify all possible ways to satisfy the underlying need. For the cafe, this means not just reducing costs but also increasing revenue through menu optimization, enhancing customer experience, developing new revenue streams like catering or retail products, and promoting community health through local partnerships. Using "how" questions to expand these categories creates a comprehensive logic tree of needs. For instance, "How can we increase revenue?" leads to branches like "How can we attract more customers?", "How can we increase average transaction value?", and "How can we create additional revenue streams?" Just as important is recognizing what you can offer others. Defining offerings deeply means truly understanding the value you currently provide to transaction partners. This includes both tangible assets (products, services, facilities) and intangible ones (expertise, reputation, community relationships). Defining offerings broadly means envisioning all potential value you could provide, including future capabilities and untapped resources. When defining offerings, identify all transaction partners (customers, employees, suppliers, landlords) and what they specifically value about your business - from the quality of your products to your role in the local community. This comprehensive self-understanding dramatically improves your negotiating position before you even begin formal negotiations. You're no longer approaching the market with just your hat in hand, but with confidence in the value you bring to potential partners and a clear understanding of multiple paths to achieve your goals. Consider how this applies to salary negotiations. Rather than simply asking for more money, you'd deeply examine why you need it (perhaps to reduce financial stress, save for retirement, invest in professional development, or improve work-life balance) and broadly consider all ways to meet those needs (flexible work arrangements, professional development opportunities, additional benefits, performance bonuses, equity options). You'd also inventory what you currently offer your employer (reliability, specialized skills, client relationships, institutional knowledge) and what you could potentially offer (taking on additional responsibilities, mentoring new employees, representing the company at conferences, developing new business strategies, improving internal processes). This framework also applies to vendor negotiations, where understanding both parties' needs and offerings can lead to creative solutions like volume discounts, joint marketing initiatives, exclusive distribution rights, or knowledge-sharing arrangements that benefit both parties beyond simple price negotiations.

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법에서 더 많은 것을 얻으세요

매일 새로운 인사이트를 10만 개 이상의 레슨에서 만나보세요
단어가 강조되어 오디오와 실시간으로 동기화됩니다
내 라이브러리를 저장하고 모든 기기에서 이용하세요

5장

Mapping the Market: Identifying Potential Partners and Their Needs

The bartering mindset requires expanding beyond current partners to consider the entire marketplace of potential partners. This contrasts with typical negotiation literature that focuses narrowly on one or two existing relationships. By adopting a broader perspective, organizations can uncover hidden opportunities and create value in unexpected places. When seeking new partners, start with your previously defined needs. By asking "who else might help me increase revenue, reduce costs, and/or promote a healthier community?" you can discover numerous potential partners beyond your current relationships. For a struggling cafe, this might include nearby businesses for cross-promotion, local farmers for direct sourcing, or community organizations for event partnerships. Consider also non-traditional partners like schools for catering services, corporate offices for delivery programs, or local artisans for unique merchandise opportunities. Your offerings provide another avenue for identifying partners. Ask "who else might value my tasty pastries?" and discover residents of nearby towns, farmers' market organizers, or even homeless shelters that could benefit from end-of-day donations. Think creatively about your core competencies - a cafe isn't just about food and beverages, but potentially about creating community spaces, providing meeting venues, or offering culinary education. After identifying both current and potential partners, map their needs and offerings systematically. This reveals the beautiful symmetry between needs and offerings: your offerings can satisfy partners' needs, while their offerings can satisfy yours-two sides of the same coin. Create detailed matrices that track both tangible assets (products, services, space) and intangible resources (expertise, networks, reputation). By asking systematic questions about each partner's potential offerings-"What value do they provide?" and "What value could they provide?"-you can transform a basic understanding into a sophisticated one. For example, recognizing that customers might pay for Wi-Fi upgrades or purchase higher-margin food items, or that artists could provide not just wall decorations but new revenue streams through art shows, workshops, and commissioned pieces. Consider secondary benefits like increased foot traffic, enhanced brand perception, or access to new customer segments. Similarly, mapping partners' needs reveals opportunities like satisfying a landlord's need for property managers while addressing employees' desire for career advancement. Look for patterns in needs across different partners - common pain points often signal valuable opportunities. Unlike assuming that counterparts focus solely on money, the bartering mindset reveals that everyone has a wide range of needs and offerings worth careful consideration. These might include operational efficiency, marketing reach, community impact, or professional development. The key is to maintain detailed records of these mappings and regularly update them as circumstances change. Use tools like spreadsheets or relationship management software to track potential partnerships, document needs and offerings, and monitor the progress of various initiatives. Regular review of these mappings can reveal new opportunities and help prioritize partnership development efforts.

6장

Anticipating Power Partnerships: Finding the Most Valuable Connections

Step 4 of the bartering mindset involves anticipating multiple opportunities for mutually beneficial exchange-what Gunia calls "power partnerships." Unlike standard partnerships, power partnerships satisfy both parties' needs as extensively and inexpensively as possible. To identify power partnerships, translate your list of potential transaction partners into concrete trades by asking "how" questions about each party's needs and offerings. For each partner, ask: (1) What might a trade actually look like? (2) How well would it satisfy each party's needs? (3) How costly would it be to execute? This process requires both judgment to discard impractical ideas and ingenuity to discover creative exchanges. By systematically analyzing how partners' offerings could fulfill your needs and how your offerings could fulfill theirs, you transform general possibilities into actionable trades. Power partnerships fulfill both parties' needs extensively and inexpensively. "Extensively" means satisfying as many needs as completely as possible (maximum benefits), while "inexpensive" means requiring minimal investments of money or time (minimal costs). To identify these partnerships, examine how well each partner's offerings would meet your needs by considering: (1) How many of your needs they address, and (2) How completely they address each need. Then assess the costs of providing your offerings to each partner. After identifying trades that benefit you extensively at low cost, you must consider your partners' perspectives too. Despite knowing less about your partners than yourself, making educated guesses about their benefits and costs is far better than no assessment at all. Finally, evaluate partnerships as a set rather than in isolation. Consider six key relationships between potential trades: prerequisites (trades necessary for others to occur), complements (trades that become more valuable together), economies (trades that become less expensive when combined), essentials (trades needed to meet core needs), substitutes (trades that become redundant when others are included), and diminishing returns (trades that lose value when combined with others).

들리는 모든 단어를 눈으로 확인하세요

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법의 각 단어가 오디오에 맞춰 실시간으로 강조되어 편하게 따라 읽을 수 있습니다.

7장

Cultivating Partnerships: From Possibility to Reality

Step 5 involves engaging with partners to confirm and refine anticipated power partnerships. Unlike the monetary mindset that focuses on confrontation over single issues, or even the integrative approach that rushes to reach agreements, the bartering approach recognizes that understanding the situation holistically comes first. When approaching potential partners, you have three specific goals: confirming or refuting the specific trades you've already devised, identifying new trades you hadn't considered, and determining how powerful each partnership might be. Notably absent from these goals are persuading partners, making specific offers, or sealing deals. Conversations with potential partners follow a five-stage process: 1. Introducing: Build trust and establish a common goal. Assume partners will act trustworthily (which often becomes a self-fulfilling prophecy) and actively build trust by finding common ground. Clearly convey the conversation's purpose while emphasizing you're not expecting immediate decisions. 2. Surfacing Needs: Share your own needs first, focusing on challenges your particular partner could address. Then transition quickly to asking about their challenges with open-ended questions. 3. Meeting Their Needs: Focus on how you can satisfy their needs before addressing your own. Ask specific questions like "How well would my offerings help with your needs?" to confirm half of your potential power partnership. 4. Meeting Your Needs: Transition to discussing your own challenges and explore how they might help address them. Ask for their reactions to understand their costs. 5. Concluding: Summarize the terms discussed, ensure mutual understanding, and ask if there are other ways you might help each other. Express interest but reiterate your need to think things over. After completing conversations with all potential partners, you may discover some partnerships are less powerful than anticipated or uncover unexpected interdependencies between partners. This is precisely why pausing before reaching deals is crucial-to re-evaluate the full set of partnerships and their interrelationships.

8장

Integrating Bartering and Monetary Mindsets: Sealing the Deal

After developing power partnerships through the bartering mindset, you need to integrate this approach with more traditional negotiation tactics to finalize deals. This is where the monetary mindset becomes relevant again-you need to define clear targets for each issue with each partner. These targets should be specific, measurable, and aligned with your overall business objectives while maintaining the collaborative spirit established during earlier discussions. The transition from relationship-building to deal-making requires careful handling. Abruptly shifting to single-issue offers (SIOs) after previously establishing integrative relationships would likely shock partners and trigger aggressive counteroffers. Instead, use multi-issue offers (MIOs) that present all issues simultaneously rather than sequentially. This approach maintains trust while moving toward concrete agreements. Consider these practical MIO examples: • Restaurant partnership: Offering (menu placement, staff training, branded materials) while requesting (minimum order volumes, payment terms, exclusivity rights) • Retail collaboration: Providing (product placement assistance, joint marketing, seasonal promotions) in exchange for (shelf space, pricing agreements, promotional calendar) • Service provider arrangement: Delivering (priority service, dedicated support, customized solutions) for (long-term commitment, referral program, bundled pricing) Unlike single-issue offers, MIOs keep negotiations cordial by focusing on mutual benefits while positioning monetary issues as part of a win-win exchange. They also continue information sharing-when the grocer counters with concerns about pastry volume, you learn about his priorities regarding storage capacity, turnover rates, and customer demand patterns. Simultaneously, you've transitioned to distributive bargaining by anchoring with an aggressive first offer that leaves room for adjustment. For even better results, consider Multiple Equivalent Simultaneous Offers (MESOs)-presenting multiple equivalent packages simultaneously. When you present options A, B, and C, you implicitly communicate valuable information about your priorities while eliciting more information from your counterpart. For instance: • Package A: Higher volume, lower price, extended payment terms • Package B: Medium volume, standard price, shorter payment terms with marketing support • Package C: Lower volume, premium price, immediate payment with exclusive territory rights This MESO approach helps partners feel more in control while revealing their preferences and constraints. It also reduces the likelihood of deadlock by providing multiple pathways to agreement. Once agreements start to solidify, compare offers against your initially defined targets. If agreements match your targets, accept them. If not, compare them against your bottom line-the point of indifference between the current partner and your next-best alternative. Having identified multiple potential partners throughout the process, you can calculate bottom lines for each negotiation and determine whether to accept offers or revisit alternatives. This evaluation should consider both immediate financial terms and long-term strategic value, including: • Market access and expansion potential • Operational synergies and efficiencies • Brand alignment and enhancement opportunities • Future collaboration possibilities Remember that the final agreement should reflect both the monetary value and the relationship capital you've built throughout the negotiation process.

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법에서 더 많은 것을 얻으세요

매일 새로운 인사이트를 10만 개 이상의 레슨에서 만나보세요
단어가 강조되어 오디오와 실시간으로 동기화됩니다
내 라이브러리를 저장하고 모든 기기에서 이용하세요

9장

Addressing Common Objections: When and How to Apply the Bartering Mindset

Even when a negotiation appears to involve only one counterpart, we should still consider other potential partners as the bartering mindset suggests. This expanded view often reveals hidden opportunities and alternative solutions that might not be immediately apparent. For instance, when negotiating office space with a landlord, considering partnerships with other tenants or nearby businesses could lead to creative space-sharing arrangements or cost-sharing opportunities. Even with a single counterpart, most principles of the bartering mindset remain applicable: understanding your needs and offerings, anticipating powerful trades, cultivating those trades, and using techniques like MIOs (Multiple Independent Offers) or MESOs (Multiple Equivalent Simultaneous Offers). When negotiations seem exclusively about money, this should prompt us to embrace the bartering mindset more fully by questioning whether we've truly identified all needs, offerings, and potential partnerships. Most problems involve non-monetary issues if examined carefully enough. For example, what appears to be a simple salary negotiation might actually involve flexible working hours, professional development opportunities, travel arrangements, or mentorship possibilities. A vendor dispute over pricing could be resolved through adjustments to delivery schedules, payment terms, or bundled services. The bartering mindset applies regardless of who initiates a negotiation. When someone approaches you with a problem or request, it presents an opportunity to understand their underlying needs. A client complaining about project delays might actually be concerned about their own deadlines or reporting requirements. The bartering mindset is especially valuable when another's problem creates one for you, or when you see their problem as an opportunity for mutual gain. For instance, a supplier's inventory surplus could become your opportunity for bulk purchasing at better terms. While engaging with multiple parties takes more time than dealing with just one, the real question is whether the benefits of additional possibilities outweigh the time costs of additional negotiations. For mundane problems, sophisticated negotiations may not be worth it - getting gas for your car doesn't warrant complex negotiations. But for buying the car itself, innovative negotiations with various transportation providers, financing options, and service packages will likely produce benefits far outweighing the costs. Consider how a car purchase might involve negotiations with multiple dealerships, leasing companies, insurance providers, and even car-sharing services to create the optimal transportation solution. Far from making you look weak, the bartering mindset makes you look strong and resourceful. Under the monetary mindset, we often approach negotiations meekly - going to landlords requesting rent freezes or sheepishly explaining to employees why raises aren't possible. The bartering mindset transforms these conversations by focusing on value creation rather than just cost reduction. We command attention by raising possibilities others find exciting rather than annoying. For example, instead of simply requesting a rent reduction, proposing to bring in complementary tenants or improve the property's amenities demonstrates strategic thinking and creates value for all parties involved. The bartering mindset also helps build stronger long-term relationships by focusing on understanding and meeting mutual needs rather than just haggling over prices. This approach often leads to more sustainable agreements and opens doors for future opportunities and collaborations.

10장

Putting It All Together: Practical Applications

The bartering mindset offers a new approach to solving problems by applying an old economic idea. Let's see how it transforms three common scenarios: 1. Dwindling Savings: When facing family expenses that outstrip income, the monetary mindset would focus on cutting expenses imposed by others-canceling subscriptions, buying generic products, or negotiating distributively with service providers. The bartering mindset would urge you to understand the problem better. The real issue might be salary timing rather than amount, with a large portion coming as an annual bonus creating cash flow problems. You might negotiate bonus installments or explore what additional value you could offer your employer in exchange for help with cash flow timing. 2. Transportation Problems: When your car breaks down and you need transportation to work, the monetary mindset would advise lowballing a dealer and haggling for a low price. The bartering mindset would recommend identifying all possible transportation solutions beyond just buying a car-carpooling with coworkers (perhaps driving while they work), public transportation (especially if your company offers eco-friendly transit incentives), utilizing insurance benefits for temporary rentals, or even combining biking with temporary accommodations near work. 3. Kitchen Remodel: For a kitchen remodel, the monetary mindset would focus on finding the lowest-priced contractor and haggling further. The bartering mindset would systematically evaluate which potential partners (contractors, subcontractors, or self-coordination) would create "power partnerships"-relationships that meet your needs most extensively and inexpensively while allowing you to satisfy their needs effectively. The five steps of the bartering mindset provide a framework for implementation: 1. Deeply define your needs by asking why you need something and how you could satisfy that need 2. Map out all potential transaction partners 3. Understand their needs and offerings 4. Anticipate powerful partnerships by evaluating how extensively and inexpensively partners can satisfy your needs and vice versa 5. Cultivate these partnerships through conversations that confirm needs and explore mutual benefits This approach requires more work but leads to better solutions by comprehensively understanding your own needs, your many potential partners, and the partnerships that can powerfully unite you. With these tools, you can apply this mostly forgotten mindset to solve your most pressing problems.

★★★★★

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법 완독을 축하합니다

100만 명 이상의 학습자가 사랑합니다

“23일째 매일 사용하고 있어요. 이제 제 일상의 한 부분이 되었습니다.”

jayallen

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법의 핵심 주제

integrative negotiation strategy
zero-sum mindset
creative value creation
collaborative problem solving
mutual benefit exchange

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법의 명언

Money-focused thinking is sabotaging our negotiations.
Compromise is the way to avoid conflict.
My gain requires their loss.
We're constantly being trained to think this way.
Bartering actually required inhabitants to use a highly sophisticated mindset.

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법의 등장인물

Brian GuniaAuthor and negotiation expert
David DaoPassenger involved in a United Airlines incident
KeithFictional farmer used as a bartering case study

저자 소개

The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation의 저자인 브라이언 C. 구니아(Brian C. Gunia)는 협상 전문가이자 조직 행동 학자이며, 윤리적 의사결정과 실질적인 문제 해결에 관한 연구로 명성 높은 교수입니다.

존스 홉킨스 케리 경영대학원(Johns Hopkins Carey Business School)의 종신 교수이자 학술 프로그램 부학장인 구니아는 노스웨스턴 대학교 켈로그 경영대학원에서 경영학 박사 학위를 받았습니다. 그의 연구는 학술적 엄밀함과 실용적인 통찰력을 결합하여, 개인이 증거 기반 전략을 통해 더 효과적으로 협상하고, 윤리적으로 행동하며, 웰빙을 개선할 수 있도록 돕는 데 중점을 둡니다.

이 책은 그의 수십 년에 걸친 연구와 강의를 반영하고 있으며, 물물교환의 원칙을 부활시켜 갈등을 해결하는 직관에 반하는 접근 방식을 제안합니다. 구니아의 전문 지식은 이코노미스트(The Economist), 월스트리트 저널(Wall Street Journal), 포브스(Forbes) 등에 소개되었으며, 그는 자신의 블로그인 Life’s Negotiable을 통해 실행 가능한 조언들을 공유하고 있습니다.

전직 딜로이트(Deloitte) 컨설턴트이자 다수의 우수 강의상을 수상한 그의 프레임워크는 경영자 교육 프로그램에서 활용되고 있으며 주요 학술지에 인용되고 있습니다. The Bartering Mindset은 협력적인 해결책을 찾는 전문가들을 위한 혁신적인 가이드로 업계 리더들에 의해 추천되고 있습니다.

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법 요약 다운로드

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법 요약을 무료 PDF 또는 EPUB으로 받으세요. 인쇄하거나 오프라인에서 언제든 읽을 수 있습니다.

다른 사용자들도 좋아한 책

Bargaining for advantage

G. Richard Shell

Trade Mindfully

Gary Dayton

The art of negotiation

Michael Wheeler

Mindset Matters

Gemma Leigh Roberts

Mindstuck

Michael McQueen

Negotiation Genius

Deepak Malhotra & Max H. Bazerman

Mindshift

Barbara Oakley

Change Your Thinking, Change Your Life

Brian Tracy

이 책에 대한 FAQ

더 알아보기

학습 계획

The Value-Based Negotiator

This program is designed for consultants, freelancers, and sales professionals who struggle with commoditization and fee pressure. It provides a strategic framework to move beyond hourly billing and anchor your price to the actual value delivered to the client.

2 h•4 섹션

학습 계획

Negotiating

Effective negotiation is a critical skill for leaders and professionals looking to drive value and resolve conflict. This plan is ideal for anyone seeking to move beyond basic bargaining into advanced psychological mastery and strategic deal-making.

5 h 38 m•4 섹션

학습 계획

The Billionaire Mindset: From Frustration to Manifestation

This plan is designed for ambitious professionals feeling stuck in their current career trajectory. It bridges the gap between emotional intelligence and strategic execution, making it essential for anyone ready to transition from frustration to high-level success.

3 h•4 섹션

학습 계획

Money scripts and behavioral finance

This learning plan is essential for anyone who finds themselves repeating poor financial patterns despite knowing better. It bridges the gap between financial knowledge and actual behavior, making it ideal for investors, spenders, and professionals seeking to master their money mindset.

4 h 46 m•4 섹션

학습 계획

The Psychology of Everyday Mind Tricks

In an era of digital manipulation and complex social dynamics, understanding the hidden forces of the mind is essential for clear thinking. This plan is ideal for professionals and social navigators looking to sharpen their influence, emotional intelligence, and critical thinking skills.

2 h 18 m•3 섹션

학습 계획

Wealth with Peace: Naval, Burkeman & Manson

This curriculum bridges the gap between financial independence and mental tranquility by blending modern entrepreneurship with timeless philosophy. It is designed for ambitious professionals who want to achieve high-level success without sacrificing their sanity or sense of purpose.

4 h 7 m•5 섹션

학습 계획

Master Body Language & Mindset Psychology

This plan is essential for professionals and leaders who want to align their internal confidence with their external presence. It bridges the gap between psychological mindset shifts and practical nonverbal communication to help you command any room.

6 h 36 m•5 섹션

학습 계획

Master Sales, Negotiation & Financial Trading

The ability to sell, negotiate, and understand financial markets represents three of the most valuable skill sets in business and personal wealth building. This comprehensive learning plan combines these complementary disciplines to develop a powerful toolkit for professionals seeking to excel in business dealings, secure better deals, and make informed financial decisions.

4 h 37 m•4 섹션

샌프란시스코에서 컬럼비아 대학교 동문들이 만들었습니다

LOVED BY

1,000,000+ curious minds.

4.7

avg rating

1M+ learners

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

웹에서 BeFreed가 어떻게 논의되고 있는지 더 보기

샌프란시스코에서 컬럼비아 대학교 동문들이 만들었습니다

LOVED BY

1,000,000+ curious minds.

4.7

avg rating

1M+ learners

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

웹에서 BeFreed가 어떻게 논의되고 있는지 더 보기

지금 바로 학습 여정을 시작하세요

9장

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법

개요협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법 개요

한 권의 책, 다양한 듣기 방식.

Trading Places: How the Bartering Mindset Transforms Negotiations

The Monetary Mindset: How Money Shapes Our Thinking

들리는 모든 단어를 눈으로 확인하세요

The Bartering Alternative: Lessons from Ancient Economies

Understanding Your Needs and Offerings: The Foundation of Better Deals

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법에서 더 많은 것을 얻으세요

Mapping the Market: Identifying Potential Partners and Their Needs

Anticipating Power Partnerships: Finding the Most Valuable Connections

들리는 모든 단어를 눈으로 확인하세요

Cultivating Partnerships: From Possibility to Reality

Integrating Bartering and Monetary Mindsets: Sealing the Deal

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법에서 더 많은 것을 얻으세요

Addressing Common Objections: When and How to Apply the Bartering Mindset

Putting It All Together: Practical Applications

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법 완독을 축하합니다

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법의 핵심 주제

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법의 명언

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법의 등장인물

저자 소개

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법 요약 다운로드

다른 사용자들도 좋아한 책

이 책에 대한 FAQ

What is The Bartering Mindset by Brian Gunia about?

Who should read The Bartering Mindset?

Is The Bartering Mindset worth reading?

What is the five-step framework in The Bartering Mindset?

더 알아보기

1,000,000+ curious minds.

1,000,000+ curious minds.

한 권의 책, 다양한 듣기 방식.

Trading Places: How the Bartering Mindset Transforms Negotiations

The Monetary Mindset: How Money Shapes Our Thinking

들리는 모든 단어를 눈으로 확인하세요

The Bartering Alternative: Lessons from Ancient Economies

Understanding Your Needs and Offerings: The Foundation of Better Deals

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법에서 더 많은 것을 얻으세요

Mapping the Market: Identifying Potential Partners and Their Needs

Anticipating Power Partnerships: Finding the Most Valuable Connections

들리는 모든 단어를 눈으로 확인하세요

Cultivating Partnerships: From Possibility to Reality

Integrating Bartering and Monetary Mindsets: Sealing the Deal

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법에서 더 많은 것을 얻으세요

Addressing Common Objections: When and How to Apply the Bartering Mindset

Putting It All Together: Practical Applications

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법 완독을 축하합니다

다른 사용자들도 좋아한 책

더 알아보기

협상의 전략: 물물교환의 마인드셋으로 원하는 것을 얻는 법 개요