SELF-HELP

One Step Ahead: Mastering the Art and Science of Negotiation

by David Sally

St. Martin’s. May 2020. 384p. ISBN 9781250166395. $29.99. SELF-HELP

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From 25 years of teaching negotiation (Johnson Sch., Cornell Univ.; Tuck Sch. of Business, Dartmouth Coll.), innovative strategist and behavioral economist Sally has discovered that the key to successful negotiation is to realize that it’s a psychological and social process. Sally writes that being able to recognize certain things about the person with whom you are negotiating and to adapt one’s strategy accordingly is key. He further assists readers in knowing when and when not to negotiate, and which of their personality traits will help in a negotiation and how to cultivate these characteristics. Research, practical scenarios, and countless examples from business reinforce Sally’s instruction.

VERDICT A comprehensive guidebook delivering valuable skills to apply in both business and personal relationships.

Reviewed by Deborah Bigelow , Mar 01, 2020

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