Rotman School of Management, University of Toronto

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Brian C. Gunia on "The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation"

4:15-4:59pm check-in; 5:00pm sharp to 6:00pm book talk; 6:00-6:10pm book sale

Event Details

Speaker Series

The Bartering Mindset Book Cover
Date: Tuesday October 01, 2019 | 05:00 PM - 06:00 PM
Speaker(s): Brian C. Gunia, Associate Professor, Carey Business School, Johns Hopkins University; Author, Life’s Negotiable blog, and The Bartering Mindset (his first book)
Topic: "The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation" (by B. Gunia, Rotman – UTP Publishing, 2019)
Venue: Desautels Hall (Second Floor, South Building) | map
Rotman School of Management, U of Toronto,
105 St George Street
Location: Toronto
Cost: $32.95 plus HST per person (includes 1 hardcover copy of "The Bartering Mindset" and 1 seat for the book talk)
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In his talk Brian will bring the bartering mindset to life by guiding attendees through a bartering exercise. All attendees are kindly asked to bring several small items that they are willing to trade with others.

Book Synopsis: Ever wonder why negotiating is so hard-why many of us don't get the critical raise, can't convince the teenager to get home on time, and never leave the car dealer feeling particularly good? According to The Bartering Mindset, the answer lies all around us-in our many daily monetary transactions. In particular, the book suggests that our daily exposure to money leads us to think about negotiations as monetary transactions (adopt a "monetary mindset"), which inevitably prompts us to make counterproductive assumptions about negotiation and thus negotiate badly. So is everyone in a monetary economy fated to fail? Luckily not, since money is far from the only metaphor we can use for negotiations.

The Bartering Mindset argues that by thinking about negotiations as bartering trades instead (adopting the "bartering mindset"), we can all learn to negotiate better and more productively. And it trains you to do just that through a straightforward, five-step process. Ultimately, The Bartering Mindset reminds you of a "mostly forgotten" mindset that will make even the most challenging, money-focused negotiations negotiable!

About Our Speaker: Brian C. Gunia is an Associate Professor at the Johns Hopkins Carey Business School. He received a Ph.D. in management from Northwestern University. Prior to Northwestern, he worked as a consultant at Deloitte.

Brian's research focuses on simple ways that people can avoid unethical choices and ineffective negotiation strategies. At the moment, he is interested in the influence of sleep on ethical decisions, as well as the metaphors that people use to think about and plan strategies for negotiations.

Brian's work has been published in academic outlets including Organizational Behavior and Human Decision Processes, Psychological Science, Academy of Management Journal, Personality and Social Psychology Bulletin, Journal of Experimental Social Psychology, Journal of Applied Psychology, Journal of Economic Behavior and Organization, Journal of Sleep Research, Harvard Business Review, and Annual Review of Psychology. His work has also been featured in several popular media outlets including The Wall Street Journal, Economist, New Yorker, Huffington Post, Forbes, Bloomberg Businessweek, NPR, and Fast Company.

Questions: Daniel Ellul,, 416-978-6119

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Cancellations received in writing to 24 hours prior to the event will receive a refund less a $10 administration fee per person. If we do not receive written notice of your cancellation, you will be charged the full amount for this session. Substitutions are always welcome.

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