02422nam a2200277   4500003000400000005001700004008004100021020003900062040002500101082001700126100002700143245008300170250002400253264004100277264001100318300005100329336002100380337002500401338002300426504005100449520150500500650002802005650001602033650005002049650004502099OSt20210208201955.0210208t20202020nyuad||gr|||| 001 0 eng d  a9781786075017cRM 98.95qpaperback  aPPAKbengcPPAKerda04a658.40522231 aSally, Davideauthor. 10aOne Step Ahead :bMastering the Art and Science of Negotiation /cDavid Sally.  aFirst U.S. edition. 1aNew York :bSt. Martin's Pressc2020 4c©2020  ax, 372 pages :billustrations, charts ;c24 cm  atext2rdacontent  aunmediated2rdamedia  avolume2rdacarrier  aIncludes bibliographical references and index.  a"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"cProvided by publisher.10aNegotiation in business 0aNegotiation 0aInternet industry xManagementxCase studies. 0aHigh technology industries xManagement.