Dealmaking – The New Strategy of Negotiauctions, 2nd Edition

Dealmaking - The New Strategy of Negotiauctions, 2nd Edition
Dealmaking – The New Strategy of Negotiauctions, 2nd Edition
epub | 2.31 MB | English | Author :Guhan Subramanian | B0035DVA6W | 2020 | W. W. Norton & Company


Book Description :

Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business School professor, he has spent years examining and teaching corporate dealmaking through two classic lenses: negotiation theory and auction theory. As he looked at real-world situations, however, he discovered that complex deals usually combine both approaches: negotiators are "fighting on two fronts"-across the table and on the same side-with known, unknown, or potential competitors.
In Dealmaking, Subramanian provides classroom-tested examples of "negotiauctions" as diverse as buying a house, haggling over the rights to the television show Frasier, or selling "toxic" assets into the U.S. government’s bailout fund. With each scenario, he identifies the specific moves that ensure…

Category : | Economic Theory, Business Negotiating, Business Negotiating

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