One step ahead : mastering the art and science of negotiation /
"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 t...
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| Format: | Book |
| Language: | English |
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New York :
St. Martin's Press,
[2020]
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| Edition: | First U.S. edition. |
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Table of Contents:
- Preface: One step ahead of One Step Ahead
- The envoys for one step ahead
- One step ahead of the game: negotiability
- Strategic sophistication I: negotiation happens in our minds
- Strategic sophistication II: the game of confidence
- One step ahead in the game: directing the drama
- One step ahead of your personality
- One step ahead of preparation
- One step ahead of toughness I: fairness
- One step ahead of toughness II: female-male
- One step ahead of faces and emotions
- One step ahead of words
- One step ahead of numbers.