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.
Supplemental enhancement PDF accompanies the audiobook.
One Day University presents a series of audio lectures recorded in real-time from some of the top minds in the United States. Given by award-winning professors and experts in their field, these recorded lectures dive deep into the worlds of religion, government, literature, and social justice.How can you figure out if a hole in the market is an opportunity or a black hole that will suck you in and kill you? To answer this question, we'll show you how to apply the lean start-up approach. We'll help you estimate the size of a market that doesn't yet exist. We'll discuss tools for getting to know when you have no money to advertise. And we'll help you avoid ending up being the test market for large firms with much bigger budgets. The goal is to help guide you in building the venture of your dreams-or perhaps help you realize this isn't the right project to pursue. Barry Nalebuff, Milton Steinbach Professor at Yale School of Management, doesn't just teach entrepreneurship-he's done it. Together with his co-founder and former student Seth Goldman, he grew Honest Tea from five thermoses to more than 100 million bottles a year. Learn the mistakes to avoid, the economic principles to follow, the personal stories of the start-up, the near-death experiences, and the ultimate success of Honest Tea. Most importantly, the lessons from Honest Tea will show how you don't need to sacrifice your ideals to build a successful company.This audio lecture includes a supplemental PDF.
In finance, as in life, there's no such thing as a free lunch-unless you're well diversified. The push toward diversification inspires many investors to buy index funds, which is a smart move. But most people have missed the chance to diversify over their investing lifecycle.
Now, for the first time, Ian Ayres and Barry Nalebuff-two of the most innovative thinkers in business, law, and economics-present investors with a set of tools that will allow us to diversify our portfolios over time, a radical innovation. By leveraging our portfolios when we're young (and leveraging less as we get older), nearly all investors can reduce risk while improving returns. Clearly written and extensively supported by ground-breaking research, Lifecycle Investing presents a simple idea for individual investors that promises to radically transform how all of us retire.
