Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace

ISBN: 039306946X

Author: Subramanian, Guhan

Condition: New

Bringing together auction theory and negotiation theory in a practical and accessible way, here is an authoritative guide to negotiating deals. Todays 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. governments 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. charts