Learn a Radical New Way To Negotiate

Barry Nalebuff / Yale University

Note: Course tuition includes Professor Nalebuff’s new book Split the Pie: A Radical New Way to Negotiate ($26 value)

Negotiations are incredibly stressful and can bring out the worst in both outcomes and people

Split the Pie offers a new approach —a field-tested method that reframes how negotiations play out. Barry Nalebuff, a professor at Yale School of Management, helps identify what’s really at stake in a negotiation: the “pie.” The negotiation pie is the additional value created through an agreement to work together. Seeing the relevant pie will change how you think about fairness and power in negotiation. You’ll learn how to get half the value you create, no matter your size.

Filled with examples and in-depth case studies, Split the Pie is a practical and theory-based approach to negotiation. You’ll see how it helped reframe a high-stakes negotiation when Coca-Cola purchased Honest Tea, a company Barry cofounded with his former student Seth Goldman. The pie framework also works for everyday negotiations. You’ll learn how to deploy logic to determine truly equitable solutions and employ empathy to expand the pie and sell your solution. Split the Pie allows both sides to focus their energy on making the biggest possible pie—to have your pie and eat it too.

Barry Nalebuff is a professor at Yale School of Management , where for thirty years he has taught negotiation, innovation, strategy, and game theory. In 1998, Barry—together with his former student Seth Goldman—cofounded Honest Tea. In 2011, the company was purchased by Coca-Cola. His second venture, Kombrewcha, is a slightly alcoholic version of kombucha. The company was acquired in 2016 by AB-Inbev. A graduate of MIT, a Rhodes Scholar, and a Junior Fellow at Harvard’s Society of Fellows, Nalebuff earned his doctorate at Oxford University.

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