We will learn:

• Why most people are dividing the wrong pie in negotiations and how to find the right one.
• The two perspectives most people take in negotiation and how this new method appeases both.
• How to apply this method to simple and more complex needs for negotiation.

Do you feel like a confident negotiator?

Negotiations are stressful. It usually feels like a verbal game of poker, with both people bluffing and hoping they come out on top.

Too often, we’re left guessing. What the other person is thinking. If they’re telling the truth. If we’re giving too much or too little.

Wouldn’t it be better if there were a principled way to negotiate?

Well, there is and that’s what we’re learning today.

Our guest is Barry Nalebuff. He is the Milton Steinbach Professor at the Yale School of Management, where he has taught strategy, game theory, and negotiation for 32 years. He is also the author of seven books, including “Thinking Strategically” and “The Art of Strategy”. “Co-opetition” for cooperating while competing. “Why Not?” which provides a framework for problem-solving. And “Split the Pie”, which offers a new perspective on negotiation.

He is also a serial entrepreneur. You might recognize the brand Honest Tea, which he co-founded and sold to Coca-Cola.

Links from the episode:

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