Negotiators can leverage shared interests to the mutual benefit of all parties
Barry Nalebuff has advised the National Basketball Association in negotiations with the league鈥檚 players union, and provided consulting advice to over 50 multinational companies. But the professor at the Yale School of Management doesn鈥檛 advise negotiators to project aggressiveness. 鈥淵ou don't have to be a jerk to succeed,鈥� Nalebuff told Prof. Karl Moore for an article in Forbes.com. 鈥淚 want people to start negotiation by talking about how to negotiate,鈥� says Nalebuff. 鈥淎sk if we can agree to split the pie, because if we can do that upfront, then we can focus our efforts on making the pie bigger.鈥�
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