Dealmaking

The New Strategy of Negotiauctions

Guhan Subramanian (Harvard Business School)

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Paperback

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English

WW Norton & Co
23 September 2011

Business negotiation

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.

By: Guhan Subramanian (Harvard Business School)
Imprint: WW Norton & Co
Country of Publication: United States
Edition: 1st edition
Dimensions: Height: 211mm, Width: 140mm, Spine: 18mm
Weight: 198g
ISBN: 9780393339956
ISBN 10: 0393339955
Pages: 256
Publication Date: 23 September 2011
Audience: Professional and scholarly , Undergraduate
Replaced By: 9780393358391
Format: Paperback
Publisher's Status: Active

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.

Reviews for Dealmaking: The New Strategy of Negotiauctions

This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking. --Robert Mnookin, author of Beyond Winning