Publishers Weekly
02/28/2022
“The challenge in negotiation is to frame the problem correctly,” writes Yale management professor Nalebuff (Why Not?) in this thoughtful if uneven guide. The author’s approach is based on his concept of “the pie,” which he defines as “the additional value created through an agreement to work together.” In every negotiation, the author writes, the most important thing is what both parties can “jointly create”; from this perspective, he explains, “neither side is more powerful” and thus “the pie should always be split 50:50.” Nalebuff offers case studies—when his company Honest Tea was in negotiations with Coca-Cola, for example, he put the concept of the pie into action and struck a deal wherein “the two companies would split the pie, where the pie is the value of the extra sales made possible by this deal”—as well as negotiation tactics (“Let’s agree to split evenly what we can create together” is a good go-to phrase). But things get bogged down by some dry math, and much of his argument rests on his belief that “the other side will come around as they realize you have taken a principled stand.” It’s a big claim, but not one that’s amply supported. This is best taken as a handy addition to the negotiation toolkit rather than a universal truth. (Mar.)
From the Publisher
At last, a way to negotiate with a higher purpose, something I have benefitted from over the years. With this book, you, too, can learn this ingenious new way to negotiate.” — Indra Nooyi, former chairman and CEO, PepsiCo, and author of My Life in Full
“Barry Nalebuff literally wrote the book on negotiating (this one!). 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
“In Split the Pie, Barry Nalebuff shows that what makes someone a highly skilled listener also makes them a good negotiator. I’ll be recommending this book to every couple that sits on my couch.” — Lori Gottlieb, psychotherapist and author of Maybe You Should Talk to Someone
“Dispelling misconceptions about power and fairness, Barry Nalebuff lays out a framework for changing the way people approach and facilitate negotiation—in business, politics, and personal relationships. It’s a novel, logical method to dividing the pie that shifts the focus to working together to build a larger pie.” — Ken Chenault, chairman and managing director, General Catalyst, and former chairman and CEO, American Express
“A remarkable, two-thousand-year-old yet entirely new approach to negotiation. Read this book and share it with the other side.” — Herb Cohen, author of You Can Negotiate Anything
Indra Nooyi
At last, a way to negotiate with a higher purpose, something I have benefitted from over the years. With this book, you, too, can learn this ingenious new way to negotiate.
Ken Chenault
Dispelling misconceptions about power and fairness, Barry Nalebuff lays out a framework for changing the way people approach and facilitate negotiation—in business, politics, and personal relationships. It’s a novel, logical method to dividing the pie that shifts the focus to working together to build a larger pie.
Herb Cohen
A remarkable, two-thousand-year-old yet entirely new approach to negotiation. Read this book and share it with the other side.
Lori Gottlieb
In Split the Pie, Barry Nalebuff shows that what makes someone a highly skilled listener also makes them a good negotiator. I’ll be recommending this book to every couple that sits on my couch.
Adam Silver
Barry Nalebuff literally wrote the book on negotiating (this one!). 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.
