Dealmaking: The New Strategy of Negotiauctions

Updated and enhanced in this new second edition, Dealmaking brings together negotiation and auction strategies to provide the jargon-free, empirically sound advice professionals need to close the deal. Harvard Program on Negotiation chair Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at a 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 programme and participating in the auction of a multimillion-dollar company. 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 businesses.

About the author

Guhan Subramanian is the faculty chair for the JD/MBA program at Harvard University and the Harvard Law School Program on Negotiation. As the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School, he is the first person in the history of Harvard University to hold tenured appointments at both schools.

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, Guhan (Harvard Business School) Subramanian
• Publisher: Blue Guides Limited of London
• Languages: English
• Product format: Hardback
• Released: 30.09.2020
• EAN: 9780393358391
• ISBN: 978-0-393-35839-1
• No. of pages: 256
• Dimensions: 164 mm x 241 mm x 26 mm
• Weight: 465 g
• Subjects: Social sciences, law, business > Business > Management; Marketing und Vertrieb, BUSINESS & ECONOMICS / Decision-Making & Problem Solving, Geschäftsverhandlungen, BUSINESS & ECONOMICS / Negotiating, Business / Economics / Finance, BUSINESS & ECONOMICS / Sales & Selling / General