One Step Ahead

Pages: 304
Subject: Business
Imprint: Oneworld

One Step Ahead

The Counter-Intuitive Science of Negotiation

David Sally

There is an art to getting what you want - but it's also a science
Paperback
9781786075017 (7 May 2020)
RRP £14.99

The Book

Think you already know how to negotiate? Then this book is for you. 

Using original research developed over twenty years of teaching negotiation at Tuck Business School and Cornell, as well as cutting edge insights from social psychology and game theory, Dr David Sally cuts through the myths and dissects the data to reveal the unexpected truths of the art.

By studying great examples, from Machiavelli to Wall Street, 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, but there's one thing you always want to be: one step ahead.

Additional Information

Subject Business
Pages 304
Imprint Oneworld

 

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.

Reviews

'From defusing ultimatums to the art of persuasion, Dave Sally delivers master lessons on negotiation. This book offers brilliant, practical, and engaging advice gleaned from business titans, world leaders, and scholars.'

- Maurice Schweitzer, Professor at the Wharton School and coauthor of Friend & Foe