Menu
9780393069464 198

Negotiauctions

New Dealmaking Strategies for a Competitive Marketplace

Hardcover

Our Retail Price:£18.99

Add to Basket

Description

Bringing together auction theory and negotiation theory in a practical and accessible way, here is an authoritative guide to negotiating deals.

Today’s increasingly competitive marketplace is filled with business transactions that include elements of both negotiations and auctions, yet the received wisdom on deal-making treats these two mechanisms separately. Leading dealmaking scholar Guhan Subramanian explores the ubiquitous situation in which negotiators are “fighting on two fronts”—across the table, of course, but also on the same side of the table with known, unknown, or possible competitors. Delving into case studies as diverse as buying a house, haggling over the rights to the television show Frasier, and selling “toxic” assets into the U.S. government’s bailout fund, Subramanian combines meticulous research, field experience, and classroom-tested strategies to create an indispensable guide for anyone involved in buying or selling everything from cars to corporations.

Also By: Guhan Subramanian View all by author...

  • 9780393358391 72

    Dealmaking: The New Strategy of Negotiauctions

    Guhan Subramanian

    Second Edition, Hardcover, 2020

    "Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes."—William Ury, coauthor of Getting to Yes.
  • 9780393339956 72

    Dealmaking: The New Strategy of Negotiauctions

    Guhan Subramanian

    First Edition, Paperback, 2011

    “Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.”—William Ury, coauthor of Getting to Yes