One Step Ahead

Mastering the Art and Science of Negotiation

David Sally

$29.99

Paperback

Not in-store but you can order this
How long will it take?

Availability Information

We source books from suppliers in Australia and overseas. For books we don't currently have in stock, the time it takes to get them from our suppliers can vary widely - from a few days to a few months - so we check each book with each supplier to determine the expected time it will take to be supplied to us.

We then advise you accordingly. If the time taken to get any book is too long for you, you can let us know and we will cancel or adjust your order, and refund as required.

To find out the anticipated arrival time for specific items prior to ordering, please contact us by phone or email:

Phone +61 2 9264 3111, or 1800 4 BOOKS (1800 4 26657) if outside Sydney:
option 1 Abbey's Bookshop (Crime, History, Science, Kids & more) • info@abbeys.com.au
option 2 Language Book Centre (ESL & Foreign Languages) • language@abbeys.com.au
option 3 Galaxy Bookshop (Sci-fi, Fantasy, Romance, Graphic Novels) • sf@galaxybooks.com.au

QTY:

English

Oneworld Publications
01 December 2020

Business negotiation; Game theory; Popular psychology

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.

By: David Sally
Imprint: Oneworld Publications
Country of Publication: United Kingdom
Dimensions: Height: 216mm, Width: 135mm, Spine: 28mm
ISBN: 9781786075017
ISBN 10: 1786075016
Pages: 384
Publication Date: 01 December 2020
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

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 for One Step Ahead: Mastering the Art and Science of Negotiation

'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 '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 'A beautifully written book which is wise, funny, scientific, and practical.' -- Colin F. Camerer, Professor of Behavioral Economics at Caltech '[A]ppealing, well-written ... a deep, thoughtful master class on the 'negotiation game.' * Kirkus * '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