Description
Book SynopsisWe 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.
Now available in paperback, this book immerses readers in the assumptions made by barterers, collectively referred to as the bartering mindset, and then demonstrates how to apply this mindset to modern, monetary negotiations. The Bartering Mindset concludes that our individual, organiza
Table of Contents
Acknowledgments 1 The Limits of the Monetary Mindset 2 The Bartering Mindset 3 Step 1: Deeply and Broadly Defi ne 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 Off erings 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 Notes Index
