Split the Pie

Axiom Award Gold Medalist for Sales From a leading Yale expert and serial entrepreneur, a radical, principled, and field-tested approach that identifies whats really at stake in any negotiation and ensures you get your halfso you can focus on growing the pie. Negotiations are incredibly stressful and can bring out the worst in people. Wouldnt it be better if there were a principled way to negotiate? Wouldnt 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 botha field-tested method that reframes how negotiations play out. Barry Nalebuff, a professor at Yale School of Management, helps identify whats 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. Youll 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. Youll 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. Youll 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 pieto have your pie and eat it too.