In the conclusion of Cicely’s conversation with Barry Nalebuff, the author of Split the Pie, Barry shares what it was like to negotiate with Coca-Cola and why empathy is the key to negotiating.
About Barry Nalebuff: Barry is the Milton Steinbach Professor at Yale School of Management strategy. This is his seventh book. (His bestsellers 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.where he has taught for over thirty years. An expert on game theory, he has written extensively on its application to business.