One step ahead : mastering the art and science of negotiation
(Book)

Book Cover
Status
Bloomfield Public Library - Adult Nonfiction
658.4 Sally
1 available

Description

Loading Description...

Also in this Series

Checking series information...

Copies

LocationCall NumberStatus
Bloomfield Public Library - Adult Nonfiction658.4 SallyAvailable

More Like This

Loading more titles like this title...

Syndetics Unbound

More Details

Format
Book
Physical Desc
x, 372 pages : illustrations ; 25 cm
Language
English

Notes

Bibliography
Includes bibliographical references (pages 327-361) and index.
Description
"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.

Citations

APA Citation, 7th Edition (style guide)

Sally, D. (2020). One step ahead: mastering the art and science of negotiation (First U.S. edition.). St. Martin's Press.

Chicago / Turabian - Author Date Citation, 17th Edition (style guide)

Sally, David. 2020. One Step Ahead: Mastering the Art and Science of Negotiation. New York: St. Martin's Press.

Chicago / Turabian - Humanities (Notes and Bibliography) Citation, 17th Edition (style guide)

Sally, David. One Step Ahead: Mastering the Art and Science of Negotiation New York: St. Martin's Press, 2020.

MLA Citation, 9th Edition (style guide)

Sally, David. One Step Ahead: Mastering the Art and Science of Negotiation First U.S. edition., St. Martin's Press, 2020.

Note! Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy. Citation formats are based on standards as of August 2021.

Staff View

Loading Staff View.