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

What if Nokia saw the iPhone coming and still couldn't stop it?

In this episode, strategy professor Timo Partanen, former Nokia market intelligence leader (2001–2009), reveals what was really inside Nokia's internal iPhone threat briefing presented to senior leadership.

Nokia had tracked Apple for years. They saw the signals like touchscreen innovation, strategic hires, and shifting user expectations. The iPhone's hardware wasn't the surprise.

The real shock was Apple's ecosystem.

From its exclusive partnership with Cingular (AT&T) to alliances with Google and Yahoo, Apple didn't just launch a product, it launched a new business model. One that exposed Nokia's blind spot: a hardware-first culture in a platform-driven world.

We explore why clear warnings didn't lead to action, how strategy broke down between leadership and execution, and what today's companies can learn about disruption, partnerships, and transformation.

This is a story about missed shifts, internal friction, and the difficulty of turning insight into impact.

How did Nokia survive one of the most dramatic collapses in business history?

In this episode, we explore the hidden driver of strategy under pressure: emotion.

Drawing on research based on 100+ interviews inside Nokia between 2007 and 2013 , INSEAD's Quy Huy and Aalto University's Timo Vuori join Aidan McCullen to explain how large organizations can execute radical pivots—not just through analysis, but through structured emotion regulation.

We unpack how Nokia moved from denial, fear, and rigid thinking to a disciplined, data-driven, and emotionally aware strategy process that enabled it to exit mobile phones and rebuild around networks and 5G.

You'll learn:

• Why strategy fails when emotions go unmanaged

• How boards can shape better decisions by regulating—not suppressing—emotion

• The role of consultants, teams, and partners in expanding strategic thinking

• Why discussing failure systematically leads to better outcomes

• How to design strategy processes that work under uncertainty

This is not just a story about Nokia—it's a blueprint for any organization navigating disruption, uncertainty, and high-stakes decisions.

Sponsored by Kyndryl – helping the world's leading organizations modernize and run mission-critical systems for smarter decisions and lasting competitive advantage.