One Step Ahead by David Sally

One Step Ahead by David Sally

There's been a revolution in negotiating tactics.

The world's best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over twenty years. David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, he delivers the proven, clear, actionable insights you need to stay competitive in an ever-changing marketplace.

One Step Ahead offers the fundamental wisdom that elevates the sophisticated negotiator above everyone else. Readers will gain the advantage in everything from determining when to negotiate and deciphering a game strategically, to understanding which personality traits matter, why emotions are not necessarily to be avoided, and how to be tough and fair. You'll learn to be round on the outside and square on the inside, how to command the idiom, why to avoid bumping into the furniture, and how to achieve mastery of the word and the number. While all of life is not a negotiation, Sally says, a negotiation incorporates all of life--One Step Ahead is for anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages.

Based on cutting-edge studies and real-world results, and drawing parallels to everything from the NBA to the corner con game to Machiavelli, Xi Jinping, and Barack Obama, One Step Ahead upends conventional wisdom to make sure that you have what it takes to stay one step ahead--no matter whom you are facing across the table.

David Sally is a behavioral economist and a creative strategist. He graduated from the University of Chicago Booth School of Commerce with a PhD in Economics in 1995. His award-winning negotiation and leadership teaching at Cornell's Johnson School and Dartmouth's Tuck School of Management was informed by his research in behavioral game theory. David co-founded Anderson Sally LLC, one of the world's first soccer analytics consulting firms, in 2011, where he assists customers in making the best investments and gaining a long-term competitive advantage. One Step Ahead: Mastering the Art and Science of Negotiation is his book.