How do you negotiate firmly, fairly, and effectively — without becoming a jerk?

In this episode of The Innovation Show, Aidan McCullen speaks with Barry Nalebuff — Yale professor, entrepreneur, and author of Split the Pie — about a principled approach to negotiation built around one simple idea: identify the pie, the extra value created only when both sides reach agreement, and split it equally.

Rather than relying on pressure, posturing, or arbitrary bargaining, Barry shows how negotiation can become a logical, ethical, and data-driven process. Drawing on cooperative game theory and real-world business experience, he explains why most people misunderstand what is actually being negotiated — and how that confusion leads to bad deals and bad relationships.

The conversation includes examples from:

Barry's mother buying her rented home,

Coca-Cola's acquisition of Honest Tea,

a negotiation with a domain-name squatter,

grant funding and workload-sharing examples,

lease-breaking, tax-loss mergers, and everyday fairness disputes.

This is a practical episode for founders, executives, investors, academics, negotiators, and anyone who wants to create better outcomes through principle instead of power plays.

What you'll learn in this episode:

What Barry Nalebuff means by "the pie"
Why fairness starts with understanding the real source of value
How to negotiate without aggression or manipulation
Why principles beat arbitrary numbers
How game theory can improve business and life decisions
How to avoid accepting less than your fair share

Timestamps

00:00 Sponsor Message

00:28 Negotiation Without Jerk

01:50 Split The Pie Idea

03:29 Dollar Bill Example

05:15 Mom House Deal

11:49 Talmud Cloth Principle

14:22 Honest Tea Coke Bottles

17:16 Coke Buyout Terms

22:02 Domain Troll Negotiation

27:33 Holding Firm on Fairness

28:36 Principles Over Arbitrary Numbers

31:17 Anju and Bharat Interest Puzzle

35:35 Power and Hidden Pie Ethics

37:23 Game Theory and Spock Logic

42:09 Sisyphus Grant Split Example

48:46 Breaking the Lease Loss Pie

52:01 Mergers Tax Losses and Equality

53:12 Fairness Equity and Negotiation Ethics

56:28 Where to Find Barry

57:29 Sponsor and Sign Off

Split the Pie: Barry Nalebuff on Fair Negotiation, Game Theory, and Better Deals

The Innovation Show