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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.
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.
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
Subramanian 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.
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