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Dealmaking: The new Strategy of Negotiauctions (in English)
Guhan Subramanian
(Author)
·
W. W. Norton & Company
· Hardcover
Dealmaking: The new Strategy of Negotiauctions (in English) - Subramanian, Guhan
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Synopsis "Dealmaking: The new Strategy of Negotiauctions (in English)"
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business School professor, he has spent years examining and teaching corporate dealmaking through two classic lenses: negotiation theory and auction theory. As he looked at real-world situations, however, he discovered that complex deals usually combine both approaches: negotiators are fighting on two fronts--across the table and on the same side--with known, unknown, or potential competitors.In Dealmaking, Subramanian provides classroom-tested examples of negotiauctions as diverse as buying a house, haggling over the rights to the television show Frasier, or selling toxic assets into the U.S. government's bailout fund. With each scenario, he identifies the specific moves that ensure success.The first book to bring together auction and negotiation strategies in a meaningful way, Dealmaking is an indispensable guide to negotiating deals in the twenty-first century.
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All books in our catalog are Original.
The book is written in English.
The binding of this edition is Hardcover.
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