Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace PDF
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Negotiauctions: New Dealmaking Strategies For A Competitive Marketplace

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 Subram...

Hardcover: 256 pages
Publisher: W. W. Norton & Company; 1st edition (February 1, 2010)
Language: English
ISBN-10: 9780393069464
ISBN-13: 978-0393069464
ASIN: 039306946X
Product Dimensions: 6.4 x 1 x 9.5 inches
Amazon Rank: 1197890
Format: PDF ePub TXT book

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“One of the best books I've come across on negotiations. As a practitioner (in the field of mergers and acquisitions), I found the first half of the book a good refresher of basic negotiation theory. The second half, however, was the meat on the bone....”

nian 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. charts