Dealmaking The New Strategy of Negotiauctions

Informed by meticulous research, field experience, and classroom-tested strategies, Dealmaking offers essential insights for anyone involved in buying or selling everything from cars to corporations. Leading business scholar Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations. Along the way, he examines case studies as diverse as buying a house, haggling over the rights to a TV show, and participating in the auction of a multimillion-dollar company. Based on broad research and detailed case studies, Dealmaking brings together negotiation and auction strategies for the first time, providing the jargon-free, empirically sound advice professionals need to close the deal. Originally published in hardcover under the title Negotiauctions.

About the author

Guhan Subramanian ist Professor für Recht und Wirtschaft an der Harvard Law School und Professor für Wirtschaftsrecht an der Harvard Business School. Damit ist er der einzige Professor in der Geschichte der Universität, der Lehrstühle an beiden Schulen hat.

Summary

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

Product details

• Authors: Guhan Subramanian, Subramanian Guhan, Guhan (Harvard Business School) Subramanian
• Publisher: Norton
• Content: Book
• Product form: Paperback / Softback
• Publication date: 01.10.2011
• Subject: Social sciences, law, business > Business > Economics
• EAN: 9780393339956
• ISBN: 978-0-393-33995-6
• Pages: 256
• Dimensions (packing): 14 x 21.1 x 1.6 cm
• Weight (packing): 218 g
• Subjects: BUSINESS & ECONOMICS / Negotiating; Business Negotiation