Negotiauctions : new dealmaking strategies for a competitive marketplace / Guhan Subramanian

By:

Subramanian, Guhan [author]

Material type: Text

TextPublication details: New York : W.W. Norton & company, c2010Description: xviii, 236 pages : illustrations ; 24 cmISBN:

9780393069464

Subject(s):

LOC classification:

HD 58.6 .S83 2010

Contents:

Introduction -- Part I: Negotiations and auctions -- Part II: Negotiauctions -- Conclusion -- Acknowledgements -- Notes -- Index.

Summary: "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 diverse case studies, 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.".

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Holdings
Item type	Current library	Collection	Call number	Materials specified	Status	Date due	Barcode
Books	NU Clark Circulation	Non-fiction	GC HD 58.6 .S83 2010 (Browse shelf(Opens below))		Available		NUCLA000002011

Includes index.

Introduction -- Part I: Negotiations and auctions -- Part II: Negotiauctions -- Conclusion -- Acknowledgements -- Notes -- Index.

"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 diverse case studies, 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.".

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