One Step Ahead: Mastering the Art and Science of Negotiation

Description

Whether it's a business deal or who is going to buy the next round, we all negotiate. Think you already know how? Then this book is for you. Negotiation expert 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 Gandhi and Wall Street to basketball, 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.

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.

'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