Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace by Guhan Subramanian

Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace


Negotiauctions.New.Dealmaking.Strategies.for.a.Competitive.Marketplace.pdf
ISBN: 9780393069464 | 236 pages | 12 Mb

Download Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace



Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace Guhan Subramanian
Publisher: Norton, W. W. & Company, Inc.


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

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