Barry Nalebuff Books
Barry Nalebuff is a professor at the Yale School of Management and co-founder of Honest Tea. He is an expert in game theory and negotiation, and has authored several influential books on strategy and business, including Thinking Strategically and The Art of Strategy.
Known for: Split the Pie: A Radical New Way to Negotiate
Books by Barry Nalebuff
Split the Pie: A Radical New Way to Negotiate
Split the Pie: A Radical New Way to Negotiate offers a fresh framework for negotiation that focuses on fairness and mutual benefit. Barry Nalebuff, a Yale School of Management professor, introduces a method that helps negotiators identify the true value at stake and divide it equitably. Through real-world examples and case studies, the book demonstrates how to move beyond zero-sum thinking and achieve better outcomes for all parties involved.
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Clarifying the Pie: Moving Beyond Zero-Sum Thinking
Every negotiation involves a 'pie'—the total value at stake. But most people never stop to define what that pie actually is. They confuse pre-existing assets, contributions, or personal investments with the surplus created by cooperation. This misunderstanding lies at the root of most failed negotia...
From Split the Pie: A Radical New Way to Negotiate
Applying the Framework: Two-Party and Multi-Party Negotiations
Most negotiations start with two sides—buyer and seller, employer and employee, investor and entrepreneur. In these dyadic cases, the 'Split the Pie' framework is straightforward. Calculate the total cooperative value—the difference between the joint outcome and the combined individual outcomes. Div...
From Split the Pie: A Radical New Way to Negotiate
About Barry Nalebuff
Barry Nalebuff is a professor at the Yale School of Management and co-founder of Honest Tea. He is an expert in game theory and negotiation, and has authored several influential books on strategy and business, including Thinking Strategically and The Art of Strategy.
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Barry Nalebuff is a professor at the Yale School of Management and co-founder of Honest Tea. He is an expert in game theory and negotiation, and has authored several influential books on strategy and business, including Thinking Strategically and The Art of Strategy.
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