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.
