One Step Ahead: Mastering the Art and Science of Negotiation

One Step Ahead: Mastering the Art and Science of Negotiation

by David Sally


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There’s been a revolution in negotiating tactics.

The world’s best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over twenty years. David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, he delivers the proven, clear, actionable insights you need to stay competitive in an ever-changing marketplace.

One Step Ahead offers the fundamental wisdom that elevates the sophisticated negotiator above everyone else. Readers will gain the advantage in everything from determining when to negotiate and deciphering a game strategically, to understanding which personality traits matter, why emotions are not necessarily to be avoided, and how to be tough and fair. You’ll learn to be round on the outside and square on the inside, how to command the idiom, why to avoid bumping into the furniture, and how to achieve mastery of the word and the number. While all of life is not a negotiation, Sally says, a negotiation incorporates all of lifeOne Step Ahead is for anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages.

Based on cutting-edge studies and real-world results, and drawing parallels to everything from the NBA to the corner con game to Machiavelli, Xi Jinping, and Barack Obama, One Step Ahead upends conventional wisdom to make sure that you have what it takes to stay one step ahead—no matter whom you are facing across the table.

Product Details

ISBN-13: 9781250166395
Publisher: St. Martin''s Publishing Group
Publication date: 05/05/2020
Pages: 384
Sales rank: 365,818
Product dimensions: 6.20(w) x 9.30(h) x 1.40(d)

About the Author

David Sally is an innovative strategist and behavioral economist. In 1995, he received his PhD in Economics from the University of Chicago Booth School of Business. His research in behavioral game theory has been widely published and informed his award-winning teaching of negotiations and leadership at Cornell’s Johnson School and Dartmouth’s Tuck School of Business.

In 2011 David co-founded Anderson Sally LLC, one of the world’s first soccer analytics consulting companies, where he helps clients make the right investments and find a sustainable competitive advantage. He is the author of One Step Ahead: Mastering the Art and Science of Negotiation.

Table of Contents

Preface: One Step Ahead of One Step Ahead 1

1 The Envoys for One Step Ahead 13

2 One Step Ahead of the Game: Negotiability 29

3 Strategic Sophistication I: Negotiation Happens in Our Minds 45

4 Strategic Sophistication II: The Game of Confidence 72

5 One Step Ahead in the Game: Directing the Drama 95

6 One Step Ahead of Your Personality 125

7 One Step Ahead of Preparation 147

8 One Step Ahead of Toughness I: Fairness 184

9 One Step Ahead of Toughness II: Female-Male 209

10 One Step Ahead of Faces and Emotions 229

11 One Step Ahead of Words 262

12 One Step Ahead of Numbers 296

Acknowledgments 325

Notes 327

Index 362

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