Yale Business School professor Barry Nalebuff offers an innovative new way to negotiate based on the principles of game theory. First, identify the “pie”: the value parties generate by making the deal. Then, calculate how to divide the gain created by an agreement. Nalebuff’s clever, refreshing negotiation approach isn’t simply theoretical. It’s one he used successfully when selling Honest Tea, the company he co-founded, to Coca-Cola. Splitting the pie isn’t limited to high-stakes negotiations, either. It also works in situations such as breaking a lease, buying a car, proposing a benefits package or even haggling at the flea market.
About the Author
Barry Nalebuff is the Milton Steinbach Professor at the Yale School of Management and is the co-author of several business books, including Thinking Strategically and Mission in a Bottle.
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