Premium Program | $69.00
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.
ABOUT THE PROFESSOR
Barry Nalebuff is the Milton Steinbach Professor at Yale School of Management here he teaches innovation, strategy, and negotiation. An expert on game theory, he has written extensively on its application to business strategy. His books include Co-opetition, Why Not?, The Art of Strategy, and Mission in a Bottle. In addition to his academic work, he has extensive experience consulting with multinational firms, from American Express to Google and Rio Tinto. He advised the NBA in their recent negotiations with the National Basketball Players Association and serves on the board of Nationwide Insurance. In 1998, Barry together with his former student Seth Goldman cofounded Honest Tea, a company that sells ready-to-drink iced tea that truly tastes like tea. It was one of Inc. Magazine’s fastest growing companies and has grown (organically) from $0 to over $100 million in sales. In 2011, Coca-Cola purchased the company.
Get to know your professor! Enjoy this free clip