Split the Pie

A Radical New Way to Negotiate

De: Barry Nalebuff

Narrado por: Mike Chamberlain, Jonathan Todd Ross, Teri Schnaubelt

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.

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.

©2022 Barry Nalebuff (P)2022 HarperCollins Publishers

MUST Read: Nothing less than first principles of negotiations

This changed my whole approach to negotiation for the better. Negotiation lore is filled with fluffy tactics and strategies, but Nalebuff cuts through that to the very foundational principles that inform what’s at stake in every negotiation, and how to split & even grow the pie.

Can’t believe negotiation hadn’t been broken down like this in any of the books I’d read before on the topic. Both elegant in its simplicity and robust in its application.

Came cause of PIMA podcast but fairly disappointed

Bought this after hearing Barry on Steve Levitt’s podcast. This book would have made a great article rather than full length book. It’s far too repetitive and loses steam quickly. It is also hard to follow as an audio book even with the modifications noted at the start. You could listen to a few chapters and get the whole books point quickly. It’s not a bad book but I definitely don’t think it warranted a full book.