From a leading Yale expert and serial entrepreneur, a radical,
principled, and field-tested approach that identifies what's really at
stake in any negotiation and ensures you get your half--so you can focus
on growing the pie.
Negotiations are incredibly stressful and can bring out the worst in
people. Wouldn't it be better if there were a principled way to
negotiate? Wouldn't it be even better if there were a way to treat
people fairly and get treated fairly in a negotiation?
Split the Pie offers a new approach that does both--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.
