Axiom Award Gold Medalist for Sales

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.

• We started tracking this book on April 6, 2022.
• This book was $14.99 when we started tracking it.
• The price of this book has changed 17 times in the past 972 days.
• The current price of this book is $2.99 last checked one day ago.
• This book is at its lowest price in the past year.
• The lowest price to date was $1.99 last reached on October 31, 2022.
• This book has been $1.99 one time since we started tracking it.
• The highest price to date was $21.99 last reached on October 25, 2024.
• This book has been $21.99 one time since we started tracking it.

• Business & Money

• Text-to-Speech: Disabled
• Lending: Disabled
• Print Length: 326 Pages
• File Size: 7,801 KB