What is *Split the Pie* by Barry Nalebuff about?

*Split the Pie* introduces a principled negotiation framework focused on fairly dividing the "pie"—the additional value created through collaboration. Instead of zero-sum bargaining, Nalebuff argues both parties should first maximize the pie’s size, then split it 50-50 based on logic and empathy. The method is validated by real-world cases, including Coca-Cola’s acquisition of Honest Tea, co-founded by Nalebuff.

Who should read *Split the Pie* by Barry Nalebuff?

This book is ideal for entrepreneurs, business leaders, and professionals seeking equitable negotiation strategies. It’s also valuable for anyone navigating high-stakes deals (mergers, salaries) or everyday conflicts. Nalebuff’s academic rigor and real-world experience make it accessible for both novices and seasoned negotiators.

Is *Split the Pie* worth reading?

Yes—it combines actionable frameworks with relatable examples, like dividing pizza costs or resolving lease disputes. Nalebuff’s approach balances fairness and practicality, avoiding manipulative tactics. The method’s success in Coca-Cola’s acquisition of Honest Tea underscores its real-world applicability.

What is the “negotiation pie” in *Split the Pie*?

The “pie” represents the incremental value generated by reaching an agreement. For example, if a buyer values a car at $10,000 and a seller at $8,000, the $2,000 difference is the pie. Nalebuff argues this pie—not the total value—should be split equally, ensuring both parties benefit fairly.

How does *Split the Pie* differ from *Getting to Yes*?

While *Getting to Yes* emphasizes interests over positions, *Split the Pie* adds a mathematical fairness standard: equal division of the collaboration’s added value. Nalebuff’s method also prioritizes growing the pie first, whereas traditional approaches often focus on dividing existing resources.

Can *Split the Pie* help with salary negotiations?

Yes. The framework encourages employees and employers to collaboratively define the value (pie) the employee adds beyond a baseline salary. By splitting this incremental value 50-50, both sides achieve a fair outcome tied to measurable contributions.

What are the criticisms of *Split the Pie*?

Some argue the model simplifies multiparty negotiations, which require more complex calculations. Additionally, unequal power dynamics (e.g., corporate mergers) may challenge the 50-50 split principle. Nalebuff acknowledges these edge cases but maintains the framework’s adaptability.

How did Barry Nalebuff test the *Split the Pie* method?

Nalebuff applied it during Coca-Cola’s acquisition of Honest Tea, where defining the pie’s size and splitting it equally resolved valuation disputes. The approach also informed his negotiations with the NBA and startups like Kombrewcha.

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파이 가르기 개요

"Split the Pie"에서 예일 대학교 교수 배리 네일버프(Barry Nalebuff)는 어니스트 티(Honest Tea)를 코카콜라에 매각하는 데 도움이 되었던 혁신적인 협상 접근 방식을 공개합니다. 이 액시엄(Axiom) 금메달 수상작은 전통적인 협상의 지혜를 뒤집습니다. 협상의 비결이 파이를 두고 싸우는 것이 아니라, 함께 더 큰 파이를 만드는 것이라면 어떨까요?

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1장

The Art of Fair Division: A Revolutionary Approach to Negotiation

Have you ever found yourself in a negotiation where you felt powerless? Where the stakes were high, and you weren't sure if you were getting a fair deal? You're not alone. Even seasoned executives at Fortune 500 companies struggle with this fundamental human interaction. But what if there was a simple framework that could transform how we negotiate? Barry Nalebuff's "Split the Pie" offers exactly that-a revolutionary approach that has influenced everyone from Coca-Cola executives to NBA labor negotiators. The book has become required reading at top business schools and has been praised by bestselling author Daniel Pink as "the clearest and most important book on negotiation in the last 30 years." Its core insight-that we should focus on the additional value created through agreement and split it equally-seems deceptively simple, yet it challenges centuries of negotiation wisdom, from Aristotle to modern game theory.

2장

The Pie: The Hidden Key to Negotiation Success

What's truly at stake in a negotiation? Most people focus on the total amount being discussed-the entire pizza, the full purchase price, or the complete project budget. This fundamental misunderstanding leads to flawed approaches and unfair outcomes. The key insight of Nalebuff's framework is identifying what he calls "the pie"-the additional value created by reaching an agreement that wouldn't exist otherwise. Consider a simple pizza negotiation: Pepe's offers Alice and Bob a full 12-slice pizza if they can agree how to divide it. If they can't agree, Alice gets 4 slices and Bob gets 2. Most negotiators would either use power (Alice gets 8 slices because her fallback is twice Bob's) or fairness (6 slices each). But both approaches miss the mark. The logical approach focuses on what's actually at stake: the additional 6 slices created by agreement. Since both parties are equally necessary to create these extra slices, they should split them equally-3 each-and then add their fallbacks. This results in 7 slices for Alice and 5 for Bob. This seemingly simple insight transforms negotiation from a zero-sum battle into a collaborative exercise in creating and fairly dividing value. The pie represents how much more value is created by coming together compared to each party's best alternative (BATNA). In mathematical terms: Pie = Total value with deal - (Value of A's BATNA + Value of B's BATNA). The beauty of this approach is that it works even with difficult counterparts who don't care about fairness. When Nalebuff discovered someone had purchased his trademark domain name and was demanding $2,500, he calculated the true negotiation pie-$1,300 in potential savings from avoiding a dispute resolution process-and stood firm on splitting it equally. Despite the domain squatter's tactics (anchoring with high prices, artificial deadlines, and "final offers"), Nalebuff's principled stance on the $650 split eventually prevailed.

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3장

Challenging Negotiation Myths

Two persistent myths undermine effective negotiation. First, that having a poor BATNA puts you in a weak position. Second, that parties with different sizes or capabilities make unequal contributions to the pie. The standard negotiation literature argues that a better BATNA gives you more power. Nalebuff disagrees. A better BATNA simply means you're starting with more, but it doesn't entitle you to a larger share of what's being negotiated. In experiments where sellers had different BATNAs ($8,000 vs $7,000), they still achieved nearly identical splits of the $2,000 pie. Having a higher BATNA means you'll end up with more overall, but not because you got a larger share of the pie-you just started from a better position. People also struggle to see how parties bringing seemingly different assets to a negotiation make equal contributions. Consider two newspapers partnering: the Gazette (twice the size) brings 10,000 new subscribers to the Planet, while the Planet brings 5,000 new readers to the Gazette. The Gazette wants a 2:1 profit split, but this is wrong. For each set of new readers, both parties are equally necessary-one provides readers, the other provides content. Without either party, there would be no value created. Even when one side does more work, the pie approach still works. In a modern take on Sisyphus, Zeus offers 100 drachmas to roll a boulder uphill, but Sisyphus needs Athena's help at a crucial point. Should Athena get 50 drachmas for her moment of assistance? The answer lies in properly measuring the pie. If Sisyphus could earn 15 drachmas/hour for his 4 hours of labor elsewhere, his opportunity cost is 60 drachmas. The actual pie is only 40 drachmas (100 minus 60), which should be split evenly-20 each. Sisyphus gets 80 total (60 for his labor plus 20 from the pie), while Athena gets 20.

4장

Real-World Applications: From Honest Tea to Legal Disputes

When negotiating the sale of Honest Tea to Coca-Cola in 2008, Nalebuff encountered a complex situation that perfectly illustrated the challenge of maintaining objectivity while deeply invested in a business. Honest Tea, a pioneering organic beverage company, had achieved annual sales of approximately $20 million but faced an increasingly competitive landscape. Major beverage corporations were launching their own organic brands, and the reality was stark: their BATNA (Best Alternative to a Negotiated Agreement) wasn't simply maintaining independence - it risked being overwhelmed by a competitor backed by industry giants like Coca-Cola or Nestle. The breakthrough came through careful application of the pie framework. Instead of an immediate full acquisition, they structured a two-stage deal: Coca-Cola would initially purchase a 40% minority stake, with options to acquire the remaining shares after three years. This addressed multiple concerns simultaneously. For Honest Tea, it provided immediate resources and distribution while maintaining operational independence. For Coca-Cola, it offered a way to test the partnership before full commitment. A particularly innovative aspect addressed Coca-Cola's legitimate concern about overpaying for growth they helped create. The solution was elegant: Coke would pay full value for sales up to a projected level based on historical growth trends, but only 50% of the multiple for sales exceeding that threshold. This effectively split the pie of additional value created through the partnership, aligning incentives and eliminating potential disputes over credit for growth. The pie approach demonstrates similar elegance in resolving legal disputes, where traditional remedies often fall short. Consider the three standard legal remedies: restitution (returning payments made), expectation damages (compensating based on anticipated value), and disgorgement (surrendering all profits from breach). Each has limitations in achieving both fairness and efficiency. This is illustrated through Alice's car sale case, which provides a practical demonstration of the pie framework's advantages. When a seller broke a contract to sell Alice a Prius for $9,000 (which she valued at $11,500) by selling to another buyer for $13,000, traditional remedies would either undercompensate or overcompensate. The pie approach suggests a more balanced solution: return Alice's deposit, add $2,500 for her expected gain (the difference between her valuation and the original price), plus share half of the additional $1,500 profit from the higher sale price. This results in both parties receiving $750 more than under the original deal, creating a win-win outcome that feels intuitively fair while maintaining proper incentives for future transactions. This framework has since been applied successfully in various contract disputes, from real estate transactions to service agreements, demonstrating its versatility in creating equitable solutions that maximize total value while ensuring fair distribution.

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5장

Splitting Costs: The Negative Pie

Cost-sharing negotiations tend to be more emotional and problematic than sharing gains, making a fair, logical structure even more valuable. The pie approach applies equally well to these "negative pies"-costs that must be paid. The concept connects to the Talmudic "Principle of the Divided Cloth," which provides an elegant solution for cost-sharing problems. When two people share an electric sheep clipper with unequal benefits ($200 for Abel, $100 for Cain), the fair cost division depends on the total cost relative to benefits. At $50 cost, they split equally ($25 each); at $150, Abel pays $100 and Cain $50; at $250, Abel pays $175 and Cain $75. These seemingly arbitrary divisions become clear when viewed through the pie framework-they're always splitting the pie (the gain from cooperation) equally. For example, with $150 clippers, Abel would buy them alone (gaining $50), while Cain would buy nothing (gaining $0). Their combined gain from sharing is $150, creating a $100 pie. Splitting this equally means each gets $50 extra benefit, making Abel pay $100 and Cain $50. This principle applies to everyday scenarios like sharing Ubers or splitting expense reports, as well as multi-billion-dollar cost sharing scenarios. When two colleagues share a triangular flight route between New York, Houston, and San Francisco (total airfare: $2,818), the correct approach is to identify the $1,000 savings created by coordination and split it equally. Therefore, Houston pays $1,332 (their original round-trip cost) minus $500 = $832, while San Francisco pays $2,486 minus $500 = $1,986. The same logic applies to larger scenarios like automakers sharing costs for electric charging networks across Europe. When BMW and Daimler would each spend 1 billion euros alone but can build an equivalent network together for 1.5 billion, the 500 million savings is the pie to split equally-regardless of their different market sizes.

6장

Growing the Pie: The Secret to Maximum Value

Poor negotiators see everything as zero-sum, automatically saying no to requests because they believe if the other side gets more, they must get less. Good negotiators focus on making the pie as large as possible so each half is maximized. The counterintuitive secret to successful negotiation is giving the other side what they want-not out of generosity, but self-interest. When others get what they want, they're motivated to help you get what you want. This requires understanding their true desires rather than projecting your own preferences onto them. In a negotiation between Meghan (buyer) and Michael (seller) of a gas station, Michael bases his asking price on funding his sailing trip rather than market value. He overshares personal information about needing $488,000 for his voyage. Had Meghan been curious about his trip, she could have discovered that Michael budgeted $75,000 as a reserve fund for when he returns-and by offering him a job upon return, she could have eliminated this need, lowering his price requirements. Similarly, offering a short-term loan backed by his boat would solve another problem. These solutions would grow the pie, allowing Michael to reduce his price while still getting what he truly needs. When negotiating, giving the other side what they want doesn't mean you lose-it means letting them win on issues they value more than you do, in exchange for appropriate compensation. When buying a Chevy Bolt, Nalebuff didn't get his preferred model year, color, or package configuration, but received $1,700 in price concessions that more than offset what those preferences were worth to him. This principle works in real estate too. When Andy and Ben were stuck $10,000 apart on a house purchase, they bridged the gap by including furniture (worth $10,000 to them but only $6,000 to sellers) and negotiating an earlier closing date (worth $20,000 to buyers but only costing sellers $10,000). These creative solutions transformed a negative $10,000 gap into a positive $4,000 pie they could split.

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파이 가르기의 각 단어가 오디오에 맞춰 실시간으로 강조되어 편하게 따라 읽을 수 있습니다.

7장

Navigating Different Perspectives and Uncertainty

When negotiating parties have different views about what's possible or likely, finding agreement becomes particularly challenging. This divergence in perspectives occurs frequently across many domains - poker players each believe they hold the winning hand, athletes are convinced their team will claim the championship, and entrepreneurs envision their startups becoming the next Amazon while potential investors maintain healthy skepticism. These conflicting viewpoints often create tension in negotiations but can also reveal unexpected opportunities. Different perspectives on potential outcomes can actually create opportunities to grow the pie, as demonstrated in the Zinc-It case involving an optimistic inventor and a more cautious potential buyer. Dr. Ali Hasan developed a zinc-based compound for acid reflux that showed promising results in initial testing. While one company (Zums) offered a straightforward $20 million to sell it as a dietary supplement, Hasan preferred pursuing FDA approval through Zinc-It, despite their significantly differing beliefs about approval chances. Hasan estimated a 60% likelihood of success, while Zinc-It assessed only a 10% probability - a dramatic difference that initially seemed to create an unbridgeable gap. When parties disagree about probabilities, the optimal negotiation solution often involves taking preferences to their logical extremes - similar to giving all beets to the person who loves beets and all broccoli to the one who prefers broccoli. This principle of preference intensity becomes particularly powerful in cases involving risk and uncertainty. In the Zinc-It case, Hasan values potential bonus payments at 60 cents on the dollar while Zinc-It values them at just 10 cents. This significant difference in risk assessment creates a unique opportunity: the larger the bonus payment to Hasan (up to $100 million), the bigger the total pie becomes - potentially growing to $60 million in expected value. To split this expanded pie evenly, the up-front payment must be reduced accordingly. The counterintuitive optimal solution involves eliminating the up-front payment entirely ($0) while establishing a substantial $71.4 million bonus payment, creating nearly $46 million of expected value split equally between the parties. This approach dramatically outperforms conventional "meet in the middle" compromises that typically create smaller pies and leave value on the table. Other common approaches, like splitting the difference on probability estimates or mixing upfront and bonus payments equally, consistently produce inferior results. Visualizing negotiation options on a graph can cut through confusion and endless back-and-forth discussions. When plotting the various Zinc-It options on a two-dimensional graph (with axes for each party's expected value), it becomes immediately clear which options create the largest pie with the fairest split. This visual approach allows negotiations to conclude efficiently without wasted time and helps parties understand why extreme solutions often work best when dealing with different risk perspectives. The graphical analysis also reveals how seemingly reasonable compromise solutions often destroy value by failing to capitalize on the parties' different beliefs and risk tolerances. This case illustrates a broader principle: when negotiating parties have different beliefs about future outcomes, the optimal solution often involves structuring deals to take advantage of these differences rather than trying to reconcile them. Similar approaches can be applied to many business scenarios, from merger earn-outs to venture capital investments, where parties maintain different views about future prospects.

8장

Effective Communication and Preparation

When negotiating, one of the most powerful techniques is to articulate the other side's position better than they can themselves. People often continue arguing because they feel misunderstood or unheard. By presenting the other side's argument more persuasively than they would, then explaining why your position is still preferable, you demonstrate deep comprehension while removing their need to repeat themselves. This technique, known as steelmanning, builds trust and shows respect for their perspective, making them more receptive to your counterarguments. When presenting a new negotiation option, begin with what the other side will like rather than what benefits you. In the Zinc-It case, the representative made a critical error by starting with "no salary" (what Zinc-It wanted) before mentioning the massive bonus (what would benefit Hasan). This approach caused Hasan to stop listening immediately, creating a psychological barrier that was difficult to overcome. A more effective approach would start by highlighting the enormous bonus potential that creates the largest possible pie, gaining attention and interest before explaining the necessary trade-offs. This sequence follows the psychology of engagement, where positive elements create openness to considering compromises. Preparation is essential for negotiation success and should be comprehensive across multiple dimensions. Create flexible plans with multiple scenarios and have your numbers ready in advance, including detailed spreadsheets showing both sides' payoffs and the pie calculation. Research your BATNA (Best Alternative To a Negotiated Agreement) thoroughly and attempt to understand the other side's alternatives. Anticipate potential objections to your proposal and prepare specific responses for each. The ideal preparation involves imagining yourself representing the other party first, seeing things from their perspective before developing your own strategy. This includes understanding their constraints, priorities, and organizational dynamics. Creating a successful negotiation requires sharing information strategically, yet many negotiators instinctively hide their true desires or circumstances. While people fear that revealing information puts them at a disadvantage, often the opposite is true - transparency can build trust and lead to better outcomes. Without knowing what you want, the other side cannot give it to you, and opportunities for value creation may be missed. This doesn't mean revealing everything, but rather sharing information that helps identify mutual gains. Conventional wisdom suggests hiding your deadline if it's earlier than the other party's, but research shows this is counterproductive. Experimental evidence confirms this conclusively: hiding shorter deadlines increased impasse rates from 23% to 37%, and those who revealed their deadlines actually secured better deals (50% of the pie versus 43%) than those who kept them hidden. This transparency allows both parties to work more efficiently toward a solution and often creates goodwill that can lead to better terms. Time pressure, when shared openly, can actually motivate both parties to find creative solutions and make necessary compromises more quickly. The key to effective preparation is maintaining flexibility while having clear objectives. Create a negotiation sheet that includes your target price, reservation price, and BATNA, but also outline areas where you can be flexible and identify potential trade-offs that could benefit both parties. Practice your opening statement and key talking points, but remain adaptable to new information or unexpected proposals that emerge during the negotiation.

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9장

Negotiation Tactics and Ethical Considerations

Some negotiators start with extreme offers to "anchor" the other side. If someone's asking $100 and you're willing to pay $70, you might offer $20 hoping they'll meet you halfway at $60. This approach has two major problems: the other side may walk away entirely, and making large concessions to reach a reasonable range creates expectations of continued flexibility. President Trump's 2017 attempt to anchor negotiations with Mexico by insisting they pay for the border wall backfired spectacularly. President Pena Nieto canceled their meeting, and the US ultimately paid the entire $15 billion construction cost. Precise bids stick better than round numbers. Asking for $485 rather than $500 suggests you've done your research and have reasoning behind your number. Research analyzing millions of eBay negotiations found that sellers who set precise asking prices (rather than round numbers) achieved higher final sale prices as a percentage of their ask. When faced with the classic "good cop/bad cop" routine, don't ignore it or directly confront it. Instead, use humor and hypothetical symmetry. When a buyer claims "you're lucky to be working with me instead of my tough colleague," the perfect response is "I guess we're both lucky. My wife's not here either. She's a hard hitter too." When someone uses ultimatums or inflexible positions, don't respond in kind. Instead, use a simple, obviously superior proposal to demonstrate their flexibility. When a seller insists "it's either A or B," ask if they'd accept something clearly better (like $26 million instead of $25 million). Once they admit flexibility, you can explore more creative options. When dealing with difficult negotiators, the most important principle is: don't become one yourself. Explain the pie concept, hold firm on getting half, and use symmetry to counter their arguments-but don't copy their behavior. Don't add to the number of jerks in the world.

10장

The Universal Applicability of Splitting the Pie

The pie approach works across an astonishing range of scenarios-from simple pizza sharing to multi-billion-dollar corporate acquisitions, from everyday cost splitting to international climate negotiations. Its power lies in its principled foundation and logical consistency. While the approach may appear to favor the smaller or weaker party, it requires the larger party's cooperation. The challenge is changing how both sides view negotiation. Begin by establishing ground rules: "Our shared goal is to reach a fair outcome based on equal power. Let's create as much value as possible and share equally." The pie framework can even transform how nations share costs for development aid and climate action. Current models like the UN's 0.7% of GDP contribution target ignore critical differences between countries. Similarly, climate agreements that set emission targets based on historical levels fail to consider fairness. Nalebuff argues we should frame these negotiations around the benefit created (the pie) rather than what each country will pay. At its core, the pie approach recognizes a profound truth about negotiation: it's not about splitting costs or benefits directly, but about fairly dividing what's genuinely at stake-the additional value created through cooperation. This insight transforms negotiation from a battle into a collaborative process of creating and fairly sharing value. Whether you're negotiating a salary, buying a car, selling a business, or resolving a legal dispute, the pie framework offers a principled approach that combines logical rigor with emotional intelligence. By focusing on growing the pie while ensuring you get your fair share, you can achieve better outcomes while maintaining relationships and your ethical standards. In a world where negotiation is often seen as a necessary evil, this approach offers a path to making it a positive-sum game where everyone truly can win.

★★★★★

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100만 명 이상의 학습자가 사랑합니다

“23일째 매일 사용하고 있어요. 이제 제 일상의 한 부분이 되었습니다.”

jayallen

파이 가르기의 핵심 주제

value creation
principled negotiation
game theory
fair division
batna strategy

파이 가르기의 명언

A better BATNA doesn't entitle you to a larger share of what's being negotiated.
The key insight is identifying the additional value created by reaching an agreement.
The pie represents how much more value is created by coming together.
This transforms negotiation from a zero-sum battle into a collaborative exercise.

파이 가르기의 등장인물

Barry NalebuffAuthor and creator of the 'Split the Pie' method
SisyphusCase study figure representing labor in a deal
AthenaCase study figure providing crucial assistance

저자 소개

*파이 나누기: 협상의 새로운 패러다임(Split the Pie: A Radical New Way to Negotiate)*의 저자인 배리 네일버프(Barry Nalebuff)는 저명한 협상 전문가이자 게임 이론가이며, 예일 경영대학원의 밀턴 스타인백 석좌교수입니다. 로즈 장학생이자 MIT 졸업생인 그는 옥스퍼드 박사 학위와 하버드 학술원(Society of Fellows) 경력을 바탕으로 30년 넘게 전략, 혁신 및 협상을 가르쳐 왔습니다.

그의 저서는 협상을 제로섬 게임이 아닌 협력적 가치 창출의 기회로 재정의하며, 게임 이론과 코오피티션(Co-opetition, 협력적 경쟁) 전략 분야에서의 선구적인 업적을 반영하고 있습니다. 네일버프는 전 세계 비즈니스 교육의 기초가 된 전략적 사고(Thinking Strategically) (40만 부 이상 판매)와 코오피티션과 같은 영향력 있는 저서들을 공동 집필했습니다.

연쇄 창업가이기도 한 그는 어니스트 티(Honest Tea, 코카콜라에 인수)와 콤브루차(Kombrewcha, AB인베브에 인수)를 공동 창업하며 학문적 엄밀함과 실전 실행력을 결합했습니다. 60만 명 이상의 수강생이 참여한 그의 무료 코세라(Coursera) 협상 강의는 접근 가능한 교육에 대한 그의 헌신을 잘 보여줍니다.

네일버프는 기업 이사회 이사로 활동하고 NBA에 자문을 제공하며 반독점 정책에 기여하는 등 전략적 의사결정 분야에서 권위를 인정받고 있습니다. 파이 나누기는 예일대학교에서의 강의 내용을 전 세계 경영진과 기관들이 채택한 검증된 프레임워크로 요약해낸 결과물입니다.

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학습 계획

Master Negotiating

Negotiation is one of the most valuable skills in business and life, directly impacting your earning potential, career advancement, and ability to close deals. This comprehensive plan is ideal for entrepreneurs, sales professionals, executives, and anyone who wants to command better outcomes in business discussions, whether negotiating a raise, closing a major contract, or resolving complex conflicts.

4 h 31 m•4 섹션

학습 계획

The Value-Based Negotiator

This program is designed for consultants, freelancers, and sales professionals who struggle with commoditization and fee pressure. It provides a strategic framework to move beyond hourly billing and anchor your price to the actual value delivered to the client.

2 h•4 섹션

학습 계획

The Munger Latticework: Worldly Wisdom for Better Decisions

This plan distills Charlie Munger’s philosophy into actionable strategies for navigating complex systems. It is essential for investors, strategists, and leaders who want to avoid cognitive biases and build wealth through rational, multidisciplinary thinking.

1 h 27 m•3 섹션

학습 계획

The Art of Persuasion and Direct Closing

In a competitive landscape, the ability to influence decisions and finalize deals is a critical differentiator for professionals. This plan is ideal for sales leaders, negotiators, and entrepreneurs who need to master high-stakes communication and psychological framing to drive results.

1 h 30 m•3 섹션

학습 계획

Close the Deal, Not the Price

In a competitive market, sales professionals often default to discounting to win business. This plan is designed for account executives and sales leaders who need to protect their margins by mastering value-based negotiation and strategic closing techniques.

2 h•4 섹션

학습 계획

Read the Room and Spot the Lie

This plan is essential for professionals who need to navigate high-stakes negotiations or lead complex teams. It benefits recruiters, managers, and investigators by merging neuroscience with practical behavioral analysis to ensure authentic communication.

1 h 45 m•3 섹션

샌프란시스코에서 컬럼비아 대학교 동문들이 만들었습니다

LOVED BY

1,000,000+ curious minds.

4.7

avg rating

1M+ learners

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

웹에서 BeFreed가 어떻게 논의되고 있는지 더 보기

샌프란시스코에서 컬럼비아 대학교 동문들이 만들었습니다

LOVED BY

1,000,000+ curious minds.

4.7

avg rating

1M+ learners

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."

@Moemenn

"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."

@Chloe, Solo founder, LA

117

"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."

@Raaaaaachelw

"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."

@Matt, YC alum

108

"Reading used to feel like a chore. Now it’s just part of my lifestyle."

@Erin, Investment Banking Associate , NYC

254

"Feels effortless compared to reading. I’ve finished 6 books this month already."

@djmikemoore

"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."

@Pitiful

4.5K

"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."

@SofiaP

"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"

@Jaded_Falcon

201

"It is great for me to learn something from the book without reading it."

@OojasSalunke

"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."

@Leo, Law Student, UPenn

483

"Makes me feel smarter every time before going to work"

@Cashflowbubu

웹에서 BeFreed가 어떻게 논의되고 있는지 더 보기

지금 바로 학습 여정을 시작하세요

7장

파이 가르기

개요파이 가르기 개요

한 권의 책, 다양한 듣기 방식.

The Art of Fair Division: A Revolutionary Approach to Negotiation

The Pie: The Hidden Key to Negotiation Success

들리는 모든 단어를 눈으로 확인하세요

Challenging Negotiation Myths

Real-World Applications: From Honest Tea to Legal Disputes

파이 가르기에서 더 많은 것을 얻으세요

Splitting Costs: The Negative Pie

Growing the Pie: The Secret to Maximum Value

들리는 모든 단어를 눈으로 확인하세요

Navigating Different Perspectives and Uncertainty

Effective Communication and Preparation

파이 가르기에서 더 많은 것을 얻으세요

Negotiation Tactics and Ethical Considerations

The Universal Applicability of Splitting the Pie

파이 가르기 완독을 축하합니다

파이 가르기의 핵심 주제

파이 가르기의 명언

파이 가르기의 등장인물

저자 소개

파이 가르기 요약 다운로드

다른 사용자들도 좋아한 책

이 책에 대한 FAQ

What is Split the Pie by Barry Nalebuff about?

Who should read Split the Pie by Barry Nalebuff?

Is Split the Pie worth reading?

What is the “negotiation pie” in Split the Pie?

이 학습 계획의 일부

Master of Negotiations

Negotiating

Study Amex-BART deals for cardless transit

Game theory

더 알아보기

1,000,000+ curious minds.

1,000,000+ curious minds.

한 권의 책, 다양한 듣기 방식.

The Art of Fair Division: A Revolutionary Approach to Negotiation

The Pie: The Hidden Key to Negotiation Success

들리는 모든 단어를 눈으로 확인하세요

Challenging Negotiation Myths

Real-World Applications: From Honest Tea to Legal Disputes

파이 가르기에서 더 많은 것을 얻으세요

Splitting Costs: The Negative Pie

Growing the Pie: The Secret to Maximum Value

들리는 모든 단어를 눈으로 확인하세요

Navigating Different Perspectives and Uncertainty

Effective Communication and Preparation

파이 가르기에서 더 많은 것을 얻으세요

Negotiation Tactics and Ethical Considerations

The Universal Applicability of Splitting the Pie

파이 가르기 완독을 축하합니다

다른 사용자들도 좋아한 책

이 학습 계획의 일부

Master of Negotiations

Negotiating

Study Amex-BART deals for cardless transit

Game theory

더 알아보기

파이 가르기 개요