Guy Kawasaki's Remarkable People

Barry Nalebuff: The Only Negotiation Guide You'll Ever Need

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Aug 24, 2022
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Barry Nalebuff
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INSIGHT

Negotiate Over The Created Surplus

  • Negotiations are over the incremental value created by agreement, not the total available resources.
  • Split the surplus that only exists if both parties cooperate, because both are equally essential to create it.
ANECDOTE

Splitting Agent Savings On A House Sale

  • Barry recounts his mother's house sale where avoiding an agent saved about $40,000.
  • He argued they should split the $40,000 saving 50/50 because that surplus existed only if both parties transacted directly.
ANECDOTE

Domain Troll And The $1,300 Fallback

  • Barry tells the domain-name troll story where a UDRP process would cost $1,300 and guarantee the domain.
  • That fallback made the only negotiable pie the $1,300 savings, so he refused inflated demands above a fair split.
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