One’s success in business and life depends in great part on the ability to negotiate. These two sessions will help you conceptualize, prepare for, and engage in any negotiation. My goal is to help you be a better, smarter, more strategic negotiator. To do that, we begin by laying a foundation for negotiation, a theory of the “pie.” While some folks try to bully their way to a larger share, most people make arguments that sound fair to them. But what sounds fair to them often doesn’t sound fair to the other side. Their criteria for what's fair may be biased in their favor. The theory of the pie is useful because it doesn’t depend on which side you are taking. It provides principles that will change the way you approach negotiations—in this course and in life. It will allow you to make arguments that persuade others. Having developed the theory, next we put it to use in the Zincit case. The second session will provide an opportunity for you to negotiate with each other and receive feedback.
Barry Nalebuff is the Milton Steinbach Professor at Yale School of Management. An expert on game theory, he has written extensively on its application to business strategy. He is the coauthor of six books: Thinking Strategically and The Art of Strategy are two crossover books on game theory with over 500,000 copies in print. Co-opetition looks beyond zero-sum games to emphasize the potential for co-operating as well as competing. Why Not? offers a framework for problem solving and ingenuity. Lifecycle Investing provides a new strategy for retirement investing. Mission in a Bottle tells the story of Honest Tea. A graduate of MIT, a Rhodes Scholar, and a Junior Fellow in the Harvard Society of Fellows, Nalebuff earned his doctorate at Oxford University.
In addition to his academic work, he has extensive experience consulting with multinational firms, from American Express, GE, and McKinsey to Google and Rio Tinto. He advised the NBA in its prior negotiations with the National Basketball Players Association and serves on the board of Nationwide Insurance. In 1998, Barry and his former student Seth Goldman cofounded Honest Tea, a company that sells ready-to-drink iced tea that truly tastes like tea. One of Inc. Magazine’s fastest-growing companies, Honest Tea recently sold its billionth bottle of tea. In 2011, the company was purchased by Coca-Cola. Since then he has started Kombrewcha (an alcoholic kombucha) and an overnight oats company.
This workshop is intended for current Scholars.