Negotiauctions

New Dealmaking Strategies for a Competitive Marketplace

Guhan Subramanian (Harvard Business School)

$44.95

Hardback

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English

WW Norton & Co
12 February 2010

Business negotiation

"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 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."

By: Guhan Subramanian (Harvard Business School)
Imprint: WW Norton & Co
Country of Publication: United States
Dimensions: Height: 241mm, Width: 163mm, Spine: 25mm
Weight: 427g
ISBN: 9780393069464
ISBN 10: 039306946X
Pages: 256
Publication Date: 12 February 2010
Audience: Professional and scholarly , Undergraduate
Replaced By: 9780393339956
Format: Hardback
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.

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Negotiauctions

New Dealmaking Strategies for a Competitive Marketplace

Guhan Subramanian (Harvard Business School)

$44.95

Hardback

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