Is Bartering a Good Metaphor for Negotiation?

Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it can be in the negotiation process.

• [1:25] Learn more about Brian Gunia
• [2:07] The difference between bartering and bargaining
• [4:13] Why did bartering become popular during the pandemic?
• [6:54] Why Brian wrote a book about bartering
• [9:27] The mistakes people make in the bartering process
• [14:08] Map out the full range of available partners
• [16:17] Tap into why something is valuable to a counterparty
• [18:46] Common objections to the bartering mindset

• BarterPay

• The Bartering Mindset
• Brian’s website
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