One Step Ahead

Pages: 384
Subject: Business
Imprint: Oneworld

One Step Ahead

Mastering the Art and 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

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.

Additional Information

Subject Business
Pages 384
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

‘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

‘[A]ppealing, well-written ... a deep, thoughtful master class on the 'negotiation game.'

- Kirkus

'A beautifully written book which is wise, funny, scientific, and practical.'

- Colin F. Camerer, Professor of Behavioral Economics at Caltech

'I might write, ‘Words matter.' But David Sally writes, ‘Words present facts, question assumptions, express emotions, issue orders, declare war, elevate cardinals to Pope, sentence offenders to prison, create contracts and promises, and so on.' That's why his books are so much more fun to read than mine. This is the wisest, most readable book on negotiation I've seen. Destined to become a classic.'

- Robert H. Frank, author of Under the Influence: Putting Peer Pressure to Work

'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