The Program on Negotiation at Harvard Law School is pleased to present:
PON Live! Book Talk
Split the Pie: A Radical New Way to Negotiate
A virtual discussion with:
Barry Nalebuff
Milton Steinbach Professor
Yale School of Management
Thursday, March 30, 2023
12:00 pm – 1:00 pm, ET (US and Canada)
Free and open to the public.
The session will be recorded. Pending approval, we will post the recording on this page after the session.
About the book:
People tend to dislike the process of negotiation and often with good reason. They go up against jerks who present low-ball offers, make ultimatums, and try to take advantage of them. Some people feel they have to act like a jerk in response. Others are too nice and give away the store. In a new work, Barry Nalebuff asserts that there is a better way, an approach that brings principles and logic into the negotiation.
Nalebuff wrote Split the Pie to help change the way people negotiate. Specifically, to help people negotiate in a fair and principled way. Nalebuff wants to help people who see themselves as having little power recognize the true power they have in a negotiation. And, he wants to help people achieve their negotiation goals without being a jerk.
About the speaker:
Barry Nalebuff is the Milton Steinbach Professor at the Yale School of Management where he has taught strategy and negotiation for 32 years. He has written seven books, the latest is Split the Pie: A Radical New Way to Negotiate, published in 2022. Along with his academic work, Barry cofounded Honest Tea with his former student Seth Goldman. The company was sold to Coca-Cola in 2011. His next company, Kombrewcha, makes a hard kombucha and was sold to AB-Inbev in 2016. His newest companies are Real Made Foods and Just Ice Tea. A graduate of MIT, a Rhodes Scholar, and Junior Fellow at the Harvard Society of Fellows, Barry earned his doctorate at Oxford University.
