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

How to Be Awesome at Your Job

How to be Awesome at Your Job

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4.5 • 1.1K Ratings

🗓️ 28 March 2022

⏱️ 43 minutes

🔗️ Recording | iTunes | RSS

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Summary

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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Transcript

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0:00.0	Welcome to the How to Be Awesome at Your Job Podcast.
0:04.1	The show where brilliant professionals share how to sharpen the universal skills required
0:08.6	to flourish at work.
0:10.1	Enjoy more career fun, wins, meaning, and money with your host, Pete McIdest.
0:16.1	Hello and thanks for joining us here for episode 754 with Barry Nailbuff.
0:24.0	Barry has got an excellent perspective on negotiation, whether you're doing that
0:29.3	formally or informally every day in all kinds of little exchanges so that you can get
0:35.6	a whole lot more and everyone gets a fair share and gets to be collaborative and fun
0:39.6	and cool instead of, I'm going to take you for all your worth and sucker.
0:44.7	So you'll learn one, three questions to make any negotiation easier, two, the two key
0:48.8	words to avoid and to embrace, and three, the popular negotiation tactic that can actually
0:55.1	break trust.
0:56.1	So if you want to check out the show notes or the transcript or the links to items that
0:59.2	we mentioned here, please drop on by awesome at your job.com slash EP 754 and check out
1:04.2	some of our goodies like every episode tagged by the topic and competency covered or search
1:09.5	through the full text transcripts of all 754 of these episodes.
1:13.4	A lot of goodies for you at awesome at your job.com.
1:16.5	Now here's the scoop on Barry, Barry Nailbuff is the Milton Steinbach professor at Yale
1:21.6	School of Management where he has taught for over 30 years.
1:24.4	He's an expert in game theory and is written extensively on its application to business
1:27.5	strategy.
1:28.5	His best hours include thinking strategically, the art of strategy and admission in a bottle.
	...

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