One Step Ahead
Mastering the Art and Science of Negotiation
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- $22.99
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- $22.99
Publisher Description
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.
PUBLISHERS WEEKLY
Negotiation isn't a war, it's a game and it's possible to learn how to play it, writes behavioral economist Sally (coauthor, The Numbers Game) in this valuable primer. Sally has taught negotiation to MBA students for 25 years, and found the two gold standards on the subject in business literature, Getting to Yes and How to Win Friends and Influence People, useful, but lacking when it comes to the crucial piece: learning to understand and respond to the opposing party. Reliably winning high-level negotiations, he proposes, requires becoming a world-class analytical observer of other people. Sally notes that the best negotiators are those who are simply better prepared on every level from doing the research about the other party to understanding their own biases. Informed by game theory, the book covers how to pick the right battles, be fair as well as tough, manage gender stereotypes, be consistently "one step ahead," and approach numbers as a valuable resource, rather than a necessary evil. Entertaining and conversational, this is an important tool for getting to yes, as well as understanding exactly what will prompt an opponent to say it.
