Repartir El Pastel - Paperback

by Barry Nalebuff (Author)

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 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.