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One Step Ahead: Mastering the Art and Science of Negotiation
The world's best negotiators have moved beyond the conventional wisdom by utilising cutting-edge studies and real-world results. It's time you did too. For over twenty years, David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, using insights from social psychology and game theory, he delivers the proven, clear, actionable advice you need to stay one step ahead. By studying great examples, from Machiavelli to Wall Street, Xi Jinping and Barack Obama, 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. One Step Ahead will make sure that you have what it takes to come out on top, no matter who you are facing across the table.
385 pages, Kindle Edition
First published May 5, 2020
33 people are currently reading
236 people want to read
About the author
David Sally
2 books9 followersAn innovative strategist and behavioral economist. In 1995, he received his PhD in Economics from the University of Chicago Booth School of Business. His research in behavioral game theory has been widely published and informed his award-winning teaching of negotiations and leadership at Cornell’s Johnson School and Dartmouth’s Tuck School of Business.
In 2011 David co-founded Anderson Sally LLC, one of the world’s first soccer analytics consulting companies, where he helps clients make the right investments and find a sustainable competitive advantage. He is the author of One Step Ahead: Mastering the Art and Science of Negotiation.
In 2011 David co-founded Anderson Sally LLC, one of the world’s first soccer analytics consulting companies, where he helps clients make the right investments and find a sustainable competitive advantage. He is the author of One Step Ahead: Mastering the Art and Science of Negotiation.
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Displaying 1 - 11 of 11 reviews
August 14, 2020
Although there are many interesting story that the author try to link with each of concept on how to be one step ahead to win negotiation, rather I find it make the whole idea which supposed to be simple become more complicated. The choice of the story does matter in this style, unfortunately most of stories chosen though interesting but not sharp enough to strengthen the key message in each chapter. Perhaps because the author try to find the story to support his book title part: mastering the art and science of negotiation. Thus I find most of the story is on the art and science topic.
However the book’s topic is pretty important for everyone to learn, since we are all involved in any type or size of negotiation. Still ok to read, and I personally think the title in each chapter represents the summary of what author think by being one step ahead of negotiation. So for anyone who just want to grasp the gist, just read each chapter’s title and summary list at the end of each chapter.
However the book’s topic is pretty important for everyone to learn, since we are all involved in any type or size of negotiation. Still ok to read, and I personally think the title in each chapter represents the summary of what author think by being one step ahead of negotiation. So for anyone who just want to grasp the gist, just read each chapter’s title and summary list at the end of each chapter.
May 12, 2021
The concepts are interesting but the writing is woeful. I can't connect with the book and ended skimming most of it.
August 3, 2023
Could have been one third of the length it is, and would still have been too long.
A few interesting nuggets, but too many tangents, too much repetition, too many weird assumptions about autism.
A few interesting nuggets, but too many tangents, too much repetition, too many weird assumptions about autism.
June 8, 2020
This book was Stevo's Business Book of the Week for the week of 6/7, as selected by Stevo's Book Reviews on the Internet and Stevo's Novel Ideas. For anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages.
Find more Business Books of the week on my Goodreads Listopia page at https://www.goodreads.com/list/show/9..., and find many more recommended books on my Amazon Influencer page at https://www.amazon.com/shop/stevo4747 or by searching for me on Google.
Find more Business Books of the week on my Goodreads Listopia page at https://www.goodreads.com/list/show/9..., and find many more recommended books on my Amazon Influencer page at https://www.amazon.com/shop/stevo4747 or by searching for me on Google.
June 1, 2022
📖 One Step Ahead : Mastering the Art and Science of Negotiation by David Sally
Definitely not for light reading.
If your life or your career involves plenty of negotiations, then this book is for you.
.
I love the thorough explanations by the author about how our life involves negotiations whether you like it or not.
For example when you wanted to ask for your parents' permission to go out with your best friend when you knew its beyond your curfew.
.
I enjoyed the part about how to get the other person to agree with our decision like how to get your parents approval to go out even though its beyond the curfew.
The author even include the example of real life situations to make sure the readers get the full understanding.
.
I would love to share more about this book but my explanation alone wont enough until you read this book yourself.
.
Thank you Pansing Distribution Pte Ltd for this lovely review copy. 😍
If you're in Malaysia or Singapore, you can get this book at your nearest local boostores.
Definitely not for light reading.
If your life or your career involves plenty of negotiations, then this book is for you.
.
I love the thorough explanations by the author about how our life involves negotiations whether you like it or not.
For example when you wanted to ask for your parents' permission to go out with your best friend when you knew its beyond your curfew.
.
I enjoyed the part about how to get the other person to agree with our decision like how to get your parents approval to go out even though its beyond the curfew.
The author even include the example of real life situations to make sure the readers get the full understanding.
.
I would love to share more about this book but my explanation alone wont enough until you read this book yourself.
.
Thank you Pansing Distribution Pte Ltd for this lovely review copy. 😍
If you're in Malaysia or Singapore, you can get this book at your nearest local boostores.
November 24, 2022
-There are four basic types of negotiators with respect to strategic depth. Zero, one, two and three. Zeroes have no confidence or knowledge of the deal. Threes are expert negotiators.
-It may be better to avoid negotiating when able to.
-Sometimes buying is cheaper than asking.
-it is important to understand the particular rules, norms, and tendencies of the negotiation game itself.
-When negotiating with a zero, the best option is to educate them of the deal so they become more predictable ones.
-It is crucial to view negotiating as a challenge versus a threat.
-Highest traits of a successful negotiator our preparation, communication, trustworthiness, and creativity.
-There is no correlation of a better performance in negotiating with the use of emotions.
-Recognize your reservation point while negotiating. Always negotiate above it with the idea of the other parties reservation point.
-Target points just remain just above reach for best outcomes.
-You may be better off making the second offer.
-Both sides of a conflict prefer a mediator who is credible verses impartial.
-True negotiation resides in understanding, self monitoring, call orientation, strategic sophistication, a willingness to engage, the courage to direct, determination and persistence.
-Emotions may be less easily read than we believe.
-Facial expressions can speak volumes .
-The display of a calm, neutral poker face in all situations is not the ideal for a negotiator
-When the other side reacts to your aggressive offers on two issues with anger in the first instance and with happiness on the second, you have evidence that the first issue is a higher priority for your counterpart.
-anger is a marker of toughness and it works by convincing the counterpart that you have aggressive goals or a limited ability to concede.
-The one step ahead negotiator can gain an advantage by incorporating longer and more abstract words into their script. Through word choice, the negotiator can signal complexity of thoughts, strategic sophistication, status and dominance.
-The terms quite expensive and phenomenally expensive show that phenomenally brings the expectation of price above quite.
-A round number featuring zero or 99 and implies negotiability.
-It may be better to avoid negotiating when able to.
-Sometimes buying is cheaper than asking.
-it is important to understand the particular rules, norms, and tendencies of the negotiation game itself.
-When negotiating with a zero, the best option is to educate them of the deal so they become more predictable ones.
-It is crucial to view negotiating as a challenge versus a threat.
-Highest traits of a successful negotiator our preparation, communication, trustworthiness, and creativity.
-There is no correlation of a better performance in negotiating with the use of emotions.
-Recognize your reservation point while negotiating. Always negotiate above it with the idea of the other parties reservation point.
-Target points just remain just above reach for best outcomes.
-You may be better off making the second offer.
-Both sides of a conflict prefer a mediator who is credible verses impartial.
-True negotiation resides in understanding, self monitoring, call orientation, strategic sophistication, a willingness to engage, the courage to direct, determination and persistence.
-Emotions may be less easily read than we believe.
-Facial expressions can speak volumes .
-The display of a calm, neutral poker face in all situations is not the ideal for a negotiator
-When the other side reacts to your aggressive offers on two issues with anger in the first instance and with happiness on the second, you have evidence that the first issue is a higher priority for your counterpart.
-anger is a marker of toughness and it works by convincing the counterpart that you have aggressive goals or a limited ability to concede.
-The one step ahead negotiator can gain an advantage by incorporating longer and more abstract words into their script. Through word choice, the negotiator can signal complexity of thoughts, strategic sophistication, status and dominance.
-The terms quite expensive and phenomenally expensive show that phenomenally brings the expectation of price above quite.
-A round number featuring zero or 99 and implies negotiability.
This entire review has been hidden because of spoilers.
May 13, 2022
An approachable masterclass on negotiation. There is a clarity of thought, and approach, which is presented in an entertaining manner. Practical tips and checklists abound; my copy work has flags and marks throughout. I do feel, however, on leaving this book that I will need to crack into it again; possibly a full reread, possibly only to glean bits of wisdom from the summaries. A helpful tool for negotiators of all stripes.
December 26, 2019
This book is a good and comprehensive overview of several frameworks of negotiations. There are different examples that illustrate the framework for a negotiation process. Interesting facts of historical negotiations and situations.
February 20, 2022
Solid overview of negotiation standards and strategies. My take aways were to not put too much stock into facial expressions. Aim to be tough and fair. Avoid lying, and be clear and definitive in language.
August 15, 2022
dense with info... will need to read again and take better notes
February 4, 2022
Start with Yes, Get to No, and Respond with No-Yes [or Yes-No]
Displaying 1 - 11 of 11 reviews