Whether you’re selling a business, buying a house, or purchasing a new car…you don’t have to be a jerk to get what you want in the negotiation.

Barry Nalebuff, negotiations expert and Professor at Yale, joins the show to teach his method of getting what you want by splitting the “value pie” – so everybody feels like they’re winning!

KEY TOPICS
- Establishing principles to guide your decisions
- Splitting a “value pie” in negotiations
- Negotiating emotion-free as a robot
- Using your values to guide a negotiation

DON'T HAVE TIME FOR THE FULL EPISODE?
Listen to the 15-minute highlights from the episode: https://api.spreaker.com/v2/episodes/51540262/download.mp3

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MENTIONED IN THIS EPISODE
Just Ice Tea: https://eatthechange.com/
ICANN: https://www.icann.org/resources/pages/about-domain-names-2018-08-30-en#:~:text=The%20ICANN%20organization%2C%20which%20registered%20the%20%22icann.org%22%20name%2C,which%20is%20the%20domain%20name%20that%20you%20registered.

CONNECT WITH BARRY NALEBUFF
Website: https://faculty.som.yale.edu/barrynalebuff/
LinkedIn: https://www.linkedin.com/in/barry-nalebuff-71a5ba/
Books: https://faculty.som.yale.edu/barrynalebuff/books/
Articles: https://faculty.som.yale.edu/barrynalebuff/articles/

Barry Nalebuff is Milton Steinbach Professor at Yale SOM where for thirty years he has taught negotiation, innovation, strategy, and game theory. He is the coauthor of six books and an online course. Thinking Strategically and The Art of Strategy are two crossover books on game theory with over 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 Investingprovides a new strategy for retirement investing. Mission in a Bottle tells the story of Honest Tea. His Negotiation course (available for free on Coursera) has 67,000 active learners and the second-highest net promoter score on the Coursera platform.

In 1998, Barry together with his former student Seth Goldman cofounded Honest Tea, a company that sells ready-to-drink iced tea that tastes like tea. One of Inc. Magazine’s fastest-growing companies, Honest Tea has now sold its second billionth bottle of 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 with Quaker Oats to help create Maker Oats, an unusually thoughtful overnight oats product.

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 over fifty 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, Rhodes Scholar, and Junior Fellow at Harvard’s Society of Fellows, Nalebuff earned his doctorate at Oxford University.