I am Barry Nalebuff. I’m a professor at Yale where I teach game theory and negotiation (I’m also the cofounder of Honest Tea.) My new book is Split the Pie: A Radical New Way to Negotiate. AMA
Lots of people hate to negotiate. No surprise. It can bring out the worst in people as they try to take advantage of the other side. I’ve got a better way. It’s the approach I used in selling my company to Coca-Cola. It’s a simple, practical approach based on ideas from game theory. The key insight is to identify what’s really at stake in a negotiation—what I call “the pie.” The negotiation pie is the additional value created through an agreement to work together. Once you see the pie, you’ll change how you think about fairness and power in negotiation. Learn more at www.splitthepiebook.com and AMA.