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One step ahead : mastering the art and science of negotiation / David Sally.

Sally, David, (author.).
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Available copies

  • 2 of 2 copies available at Evergreen Indiana.

Current holds

0 current holds with 2 total copies.

Location Call Number / Copy Notes Barcode Shelving Location Status Due Date
Jay Co PL - Portland 658.4052 S169 (Text) 76383000475991 Adult New Shelf, NF Available -
Putnam County Public Library - Main 658.4052 SAL (Text) 30041002337861 New Book Section Available -

Record details

  • ISBN: 9781250166395 : HRD
  • ISBN: 125016639X : HRD
  • Physical Description: x, 372 pages : illustrations ; 25 cm
  • Edition: First U.S. edition.
  • Publisher: New York : St. Martin's Press, 2020.

Content descriptions

Bibliography, etc. Note:
Includes bibliographical references (pages 327-361) and index.
Summary, etc.:
"Why everything you've learned about negotiating is wrong, and how to do it right, by an acclaimed teacher and practitioner of the art. For the last twenty years, David Sally has taught negotiation at leading business schools and to executives at top companies worldwide, and now he wants to share his secrets and the science behind them. Negotiation, he argues, is best thought of as a strategic game in which you should be exactly one step ahead of your opponent. Drawing parallels to everything from the NBAto the corner con game and rooted in Sally's own breakthrough research, One Step Ahead introduces a revolutionary way of approaching negotiation. Readers will learn: Ẅhen and when not to negotiate Ḧow to be an effective performer during your negotiation Ḧow to lead the negotiation Ẅhich of your personality traits will help you in a negotiation and how to cultivate them Ḧow to be tough and fair Ḧow gender affects the way we negotiate and how to overcome it Through the stories of quirky and often misunderstood historical characters-all high-level social operatives-Sally delivers negotiation tactics that upend conventional wisdom and offers a new and nuanced approach that applies in any situation. We'll see how thinkers from Machiavelli to Gandhi made invaluable contributions to the science of negotiation and how master negotiators, such as Chicago billionaire Sam Zell and wartime hostage negotiator Giadomenico Picco, honed their craft"-- Provided by publisher.
Subject: Negotiation in business.

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