Barry Nalebuff | Split The Pie: A Radical New Way to Negotiate | Talks at Google
242Barry Nalebuff discusses his latest book "Split The Pie: A Radical New Way to Negotiate", 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.
Negotiation is stressful. It 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? Barry Nalebuff does just that in "Split the Pie" via a simple, practical method that reveals the true power of the players and what they bring to the table. He offers a theory-based and field-tested approach to negotiation illustrated with examples and in-depth case studies. You’ll see how it helped reframe a high-stakes negotiation when Coca-Cola purchased Honest Tea, a company Barry co-founded with his former student Seth Goldman. The pie framework also works for everyday negotiations. You’ll learn how to deploy pie 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.
Barry Nalebuff is the Milton Steinbach Professor at Yale School of Management where he has taught for over thirty years. An expert on game theory, he has written extensively on its application to business strategy, including his best sellers Thinking Strategically, The Art of Strategy, and Mission in a Bottle. He advised the NBA in their prior negotiations with the Players Association, as well as several firms in major merger and acquisition transactions. He is also a serial entrepreneur: his ventures include Honest Tea, Kombrewcha, and Choose Health. A graduate of MIT, a Rhodes Scholar and a Junior Fellow at the Harvard Society of Fellows, Barry earned his doctorate at Oxford University.
Get the book here: https://goo.gle/36zhJuf.
Moderated by Hal Varian.