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.
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