Description
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 NBA to 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: When and when not to negotiate; how to be an effective performer during your negotiation; how to lead the negotiation; which of your personality traits will help you in a negotiation and how to cultivate them; how to be tough and fair; how 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. 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.
