One step ahead : mastering the art and science of negotiation
(Book - Regular Print)
Author
Published
New York : St. Martin's Press, [2020].
Edition
First U.S. edition.
Physical Desc
x, 372 pages : illustrations, charts ; 25 cm
Status
Yavapai College Prescott - LIMBO - Items being donated to other libraries
HD58.6.S2575 2020
1 available
HD58.6.S2575 2020
1 available
More Details
Published
New York : St. Martin's Press, [2020].
Format
Book - Regular Print
Edition
First U.S. edition.
Language
English
Notes
Bibliography
Includes bibliographical references 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 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"--,Provided by publisher.
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Location | Call Number | Status |
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Yavapai College Prescott - LIMBO - Items being donated to other libraries | HD58.6.S2575 2020 | Find It Now |
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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. 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 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.
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