Split the Pie: A Radical New Way to Negotiate Audiobook, by Barry Nalebuff Play Audiobook Sample

Download Split the Pie: A Radical New Way to Negotiate Audiobook

Split the Pie: A Radical New Way to Negotiate Audiobook, by Barry Nalebuff Play Audiobook Sample
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Author: Barry Nalebuff Narrator: Jonathan Todd Ross, Mike Chamberlain, Teri Schnaubelt Publisher: HarperAudio Audio Length: Release Date: March 2022 Format: Unabridged Audiobook Delivery: Instant Download ISBN: 9780063135505

Publisher Description

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.

Supplemental enhancement PDF accompanies the audiobook.

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Quotes

  • “Through his use of real-world examples, Barry shares his tried-and-true strategies that will prepare you for your next negotiation, regardless of the stakes.”

    - Adam Silver, NBA commissioner

Customer Reviews

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  • Overall Performance: 5 out of 55 out of 55 out of 55 out of 55 out of 5 Narration Rating: 5 out of 55 out of 55 out of 55 out of 55 out of 5 Story Rating: 5 out of 55 out of 55 out of 55 out of 55 out of 5

    " Wow… Excellent Read! Finally, a book about negotiations you can put into use right away… so far, I have closed two deals with very favorable terms using the techniques in Split the Pie—and I was not even done with the book. Had I not read the book, I would have fallen back on how I used to negotiate, which was to lower my number and cut into the profit. Here’s the highlight of one of the deals… I ran into a channel conflict, as I had generated a lead at one of largest stadiums in the US, but it was already an account of the manufacturer I represent — yet I was able to get the manufacturer to consider splitting the pie with me, because I had uncovered a new contact that they had not penetrated. And, because I used a logical argument and not an arbitrary number, they agreed to Split all the NEW revenue/profit 50% / 50%. "

    - Jonathan G., 5/1/2022

About the Author

Barry Nalebuff is the Milton Steinbach Professor of economics and management at Yale School of Management. He is the author of fifty scholarly articles and multiple books, including Co-opetition and The Art of Strategy, and is the cofounder of Honest Tea. A graduate of MIT and a Rhodes Scholar, he earned his doctorate at Oxford University. He lives in New Haven, Connecticut.

About the Narrators

Jonathan Todd Ross is a writer and an Earphones and Audie Award–winning voice actor. He has lent his voice to numerous anime television shows, including Yu-Gi-Oh! and Sonic X.

Mike Chamberlain is an actor and voice-over performer in Los Angeles whose audiobook narration has won several AudioFile Earphones Awards. His voice credits range from radio commercials and television narration to animation and video game characters. Stage trained at Boston College, he has performed works from Shakespeare and the classics to contemporary drama and comedy.

Teri Schnaubelt is a Chicago-based stage, on-camera, and voice actor as well as oil painter and photographer. An Earphones Award–winning narrator, she has voiced over a hundred books for New York Times and USA Today bestselling authors, in addition to helping independent authors get their stories heard.