Barry Nalebuff

#56 Negotiation Tactics | Strategies that Touch on Chris Voss (FBI Hostage Negotiator), Barry Nalebuff (Yale Negotiation Professor), and Harvard Business School Negotiation Mastery

We will learn: Why most people are dividing the wrong pie in negotiations and how to find the right one. The two perspectives most people take in negotiation and how this new method appeases both. How to apply this method to simple and more complex needs for negotiation. Do you feel like a confident negotiator? Negotiations are stressful. It usually feels like a verbal game of poker, with both people bluffing and hoping they come out on top. Too often, we’re left guessing. What the other person is thinking. If they’re telling the truth. If we’re giving too much or too little. Wouldn’t it be better if there were a principled way to negotiate? Well, there is and that’s what we’re learning today. Our guest is Barry Nalebuff. He is the Milton Steinbach Professor at the Yale School of Management, where he has taught strategy, game theory, and negotiation for 32 years. He is also the author of seven books, including “Thinking Strategically” and “The Art of Strategy”. “Co-opetition” for cooperating while competing. “Why Not?” which provides a framework for problem-solving. And “Split the Pie”, which offers a new perspective on negotiation. He is also a serial entrepreneur. You might recognize the brand Honest Tea, which he co-founded and sold to Coca-Cola. Links from the episode: Show Notes: https://mindlove.com/265 Sign up for The Morning Mind Love for short daily notes from your highest self.  Get Mind Love Premium for exclusive ad-free episodes and monthly meditations.  Support Mind Love Sponsors

Barry Nalebuff is the Milton Steinbach Professor at the Yale School of Management, where he has taught for over thirty years. An expert on game theory, he has written extensively on its application to business strategy. His bestsellers include Thinking Strategically, The Art of Strategy, and Mission in a Bottle, and his latest, Split the Pie: A Radical New Way to Negotiate.Guy Kawasaki is on a mission to make you remarkable. His Remarkable People podcast features interviews with remarkable people such as Jane Goodall, Neil deGrasse Tyson, Marc Benioff, Woz, Kristi Yamaguchi, and Bob Cialdini. Every episode will make you more remarkable.With his decades of experience in Silicon Valley as a Venture Capitalist and advisor to the top entrepreneurs in the world, Guy’s questions come from a place of curiosity and passion for technology, start-ups, entrepreneurship, and marketing. If you love society and culture, documentaries, and business podcasts, take a second to follow Remarkable People.Listeners of the Remarkable People podcast will learn from some of the most successful people in the world with practical tips and inspiring stories that will help you be more remarkable.Listen to Remarkable People here: https://wavve.link/remarkablepeopleText to get notified of new episodes: https://joinsubtext.com/guyLike this show? Please leave us a review -- even one sentence helps! Consider including your Twitter handle so we can thank you personally!➡️ How to FOLLOW and leave a REVIEW for the Remarkable People podcast on Apple Podcasts.Cut and paste LINK: https://apple.co/2DZvtg0🎙Open the Podcasts app.🎙Search for Guy Kawasaki's Remarkable People 🎙Tap the show to see its information page.🎙Tap the Follow button + Now the Remarkable People podcast will be in your Apple Podcast library. Thank you for your support, it really helps the show!

Welcome to Strategy Skills episode 251, an episode with a leading Yale expert and serial entrepreneur, Barry Nalebuff. Get Barry’s book here: https://amzn.to/3OiNiJs For thirty years, Barry has taught negotiation, innovation, strategy, and game theory at Yale School of Management, which led him to develop a new approach toward negotiation. This approach is vastly different from how most people think about negotiation, which usually involves having the best tactic to out-smart the other party and get the best deal.  This podcast explains the concept of the negotiation pie, which is the additional value created through an agreement to work together. It exhibits fairness and identifies what’s really at stake in any negotiation. We share examples that showcase negotiation principles and a different mindset about creating value that benefits both parties involved – more importantly, understanding the views of each party as if they are solving problems rather than making the most out of the negotiation. Barry is the co-author of seven books and an online course. Thinking Strategically and The Art of Strategy are two crossover books on game theory with more than 400,000 copies in print. Co-opetition looks beyond zero-sum games to emphasize the potential for cooperating while competing. Why Not? offers a framework for problem-solving and ingenuity. Lifecycle Investing provides a new strategy for retirement investing. Mission in a Bottle tells the story of Honest Tea. His most recent book is Split the Pie, which is based on his negotiation course at SOM. An online version of the negotiation course is available for free on Coursera. It has 400,000 active learners and is the second-highest rating on the Coursera platform. In 1998, Barry—together with his former student Seth Goldman—co-founded Honest Tea. In 2011, the company was purchased by Coca-Cola. His second venture, Kombrewcha, is a slightly alcoholic version of kombucha. The company was acquired in 2016 by AB-Inbev. He is currently working to build Real Made Foods.  He works with many entrepreneurial firms. He serves on the board of Q Drinks (started by his former student Jordan Silbert), Calicraft Beer, and AGP Glass. Alongside startups, he has extensive experience consulting with multinational firms. He advised the NBA in their prior negotiations with the National Basketball Players Association and served on the board of Nationwide Insurance. A graduate of MIT, a Rhodes Scholar, and a Junior Fellow at Harvard’s Society of Fellows, Nalebuff earned his doctorate at Oxford University. Get Barry's book here: Split the Pie: A Radical New Way to Negotiate. Barry Nalebuff: https://amzn.to/3OiNiJs Enjoying our podcast? Get access to sample advanced training episodes here: www.firmsconsulting.com/promo

From a leading Yale Expert and serial entrepreneur comes a radical, principled, and field-tested approach that identifies what's really at stake in any negotiation and thereby ensures you get your half—so you can focus on growing the pie.

Barry Nalebuff is the author of Split the Pie, co-founder of Honest Tea and professor of negotiations at Yale. A big part of the problem with most negotiations is that the parties don’t spend enough time defining the pie and spend too much time bargaining for a larger slice. Barry and Auren discuss tactics that can help you uplevel your negotiation skills 5x. Barry imparts all his wisdom from years of experience in both academia and from when he sold Honest Tea to Coca Cola.World of DaaS is brought to you by SafeGraph. For more episodes, visit safegraph.com/podcasts

In today’s episode, we cover negotiation with Barry Nalebuff. Barry is a Professor at Yale where he has taught negotiation, innovation, strategy, and game theory for thirty years, and recently authored Split the Pie: A Radical New Way to Negotiate, which is based on his negotiation course.Negotiating can be intimidating if you don’t do it on a regular basis, so what simple tips can you remember to make your next negotiation a win, how do you negotiate with people who are clearly more experienced than you, and what is the best question to ask when negotiating your salary?What to Listen For Introduction – 0:00 What’s the difference between Split the Pie and Never Split the Difference? How to negotiate with unfair people – 10:55  What can you do to negotiate with people who don’t care about fairness? How can you “be ready to walk away” from a once-in-a-lifetime deal? Dealing with people who don’t see the win-win outcome – 21:10  How do we use empathy to get the other person’s perspective and come up with a deal that satisfies both parties? How much information should you disclose in a negotiation if you’re worried the information might be used against you? How to build your negotiation skills – 35:30  What can you do to develop your negotiation skills? How can you get the other party to see the pie you’re negotiating over? What advice should you avoid when negotiating? Negotiate the salary you deserve – 44:08 What questions can you ask so you know how to ask for the best compensation package without losing the offer? It is important to remember that the goal of any negotiation should be a mutually beneficial agreement, aka the pie. Both parties need to feel like they’ve won something and achieved their goals in order for negotiations to be successful. If you can walk into a negotiation with empathy and an understanding of the other person’s perspective, you’re already on your way to building better skills. What have been your biggest challenges when negotiating? Let us know in the comments below. We would love to help!A Word From Our SponsorsDo you LOVE the toolbox episodes? Did you know that every week we give a LIVE mini-toolbox lesson inside our Private Facebook Group? Best of all it is FREE to join. Join today and get access to all of our live training and level up your communication, leadership, influence and persuasion skills. With 14,000 members it’s a great place to network, learn and overcome any obstacle that’s in your way.Did you know that you can get the whole Art of Charm catalog when you subscribe to Stitcher Premium using our link? That’s 15 years of podcasts featuring expert guests and toolbox episodes! Sign up today and use Code “CHARM” to get a free month!Running out of things to say in conversation… and still struggling to get people interested in you? That’s an uncomfortable position to be in. Don’t want to risk getting tongue-tied and screwing things up the next time you meet someone? Check out Conversation Magic now to make sure you don't crash and burn. With our bulletproof formula, you'll be flirting up a storm, sparking fun and engaging conversations, and making high-value friends anywhere!Resources from this Episode Split the Pie by Barry Nalebuff Co-Opetition by Barry Nalebuff Check in with AJ and Johnny! AJ on Instagram Johnny on Instagram The Art of Charm on Instagram The Art of Charm on YouTube Learn more about your ad choices. Visit megaphone.fm/adchoices

On this week's episode, Roxanne talks with leading Yale expert and serial entrepreneur Barry Nalebuff about his new book, Split the Pie: A Radical New Way to Negotiate.Barry Nalebuff is the Milton Steinbach Professor at the Yale School of Management, where he has taught for over thirty years. An expert on game theory, he has written extensively on its application to business strategy. His bestsellers include Thinking Strategically, The Art of Strategy, and Mission in a Bottle. This is his seventh book. He has advised the NBA in their negotiations with the Players Association and several firms in major M&A transactions. Nalebuff has been teaching the Split the Pie method to MBAs and executives at Yale and online at Coursera. His Introduction to Negotiation course has over 350,000 enrolled students and a 4.9/5.0 rating. He is also a serial entrepreneur; his ventures include Honest Tea, Kombrewcha, and Real Made Foods. A graduate of MIT, a Rhodes Scholar, and a Junior Fellow at the Harvard Society of Fellows, Nalebuff earned his doctorate at Oxford University. Learn more about your ad choices. Visit megaphone.fm/adchoices

Barry Nalebuff introduces a radical new way to negotiate so everyone gets their fair share of the pie. — YOU’LL LEARN — 1) Three questions to make any negotiation easier 2) The two key words to avoid and embrace 3) The popular negotiation tactic that can actually break trust Subscribe or visit AwesomeAtYourJob.com/ep754 for clickable versions of the links below. — ABOUT BARRY — Barry Nalebuff is the Milton Steinbach Professor at Yale School of Management where he has taught for over thirty years. An expert on game theory, he has written extensively on its application to business strategy. His best sellers include Thinking Strategically, The Art of Strategy, and Mission in a Bottle. He advised the NBA in their prior negotiations with the Players Association, and several firms in major M&A transactions. Barry has been teaching this negotiation method at Yale in the MBA core and online at Coursera. His Introduction to Negotiation course has over 350,000 learners and 4.9/5.0 rating. He is also a serial entrepreneur. His ventures include Honest Tea, Kombrewcha, and Choose Health. A graduate of MIT, a Rhodes Scholar, and a Junior Fellow at the Harvard Society of Fellows, Barry earned his doctorate at Oxford University. • Book: Split the Pie: A Radical New Way to Negotiate • Website: SplitThePieBook.com • Course: Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator — RESOURCES MENTIONED IN THE SHOW — • Article: “In a Sea of Uncertainty, We All Have an Anchor” by Shankar Vedantam • Study: “The Mindlessness of Ostensibly Thoughtful Action: The Role of ‘Placebic’ Information in Interpersonal Interaction” by Ellen Langer, Arthur Blank, and Benzion Chanowitz • Tool: Blue Yeti Microphone • Book: Grant by Ron Chernow — THANK YOU SPONSORS! — • Athletic Greens. Support your health with my favorite greens supplement. Free 1-year supply of Vitamin D and 5 travel packs when you purchase from athleticgreens.com/awesome.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

March 14, 2022 Split the Pie Barry Nalebuff and Branding Between the Ears Sandeep Dayal