How to Be Awesome at Your Job28 Mar 2022

754: How to Get More by Negotiating So Everyone Wins with Barry Nalebuff

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

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— 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.

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