One Step Ahead

The world's best negotiators have moved beyond the conventional wisdom by utilising cutting-edge studies and real-world results. It's time you did too.

For over twenty years, David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, using insights from social psychology and game theory, he delivers the proven, clear, actionable advice you need to stay one step ahead.

By studying great examples, from Machiavelli to Wall Street, Xi Jinping and Barack Obama, he explores how the game's masters navigate the field strategically, craftily, even emotionally. The best know every negotiation is different and that your tactics are, in part, determined by your opponent. One Step Ahead will make sure that you have what it takes to come out on top, no matter who you are facing across the table.

About the author

David Sally is a leading behavioural game theorist who has taught negotiation at Cornell and Dartmouth business schools for twenty years. Together with Chris Anderson, he wrote The Numbers Game: Why Everything You Know About Football is Wrong. He lives in Ithaca, New York.

Summary

There is an art to getting what you want – but it's also a science

Report

'Entertaining and conversational, [One Step Ahead] is an important tool for getting to yes, as well as understanding exactly what will prompt an opponent to say it.'
Publishers Weekly

Product details

• Authors: David Sally, Sally David
• Publisher: Oneworld
• Languages: English
• Product format: Paperback / Softback
• Released: 07.05.2020
• EAN: 9781786075017
• ISBN: 978-1-78607-501-7
• No. of pages: 384
• Subjects: Guides > Law, job, finance; Natural sciences, medicine, IT, technology > Mathematics > Miscellaneous; Social sciences, law, business > Business > Management; PSYCHOLOGY / Social Psychology, BUSINESS & ECONOMICS / Strategic Planning, BUSINESS & ECONOMICS / Negotiating, BUSINESS & ECONOMICS / Business Communication / General, BUSINESS & ECONOMICS / Management, MATHEMATICS / Game Theory, Popular psychology, game theory, Business Negotiation