Dealmaking: The New Strategy of Negotiauctions

Overview

“Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.”—William Ury, coauthor of Getting to Yes
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...
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Dealmaking: The New Strategy of Negotiauctions

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Overview

“Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.”—William Ury, coauthor of Getting to Yes
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.
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Editorial Reviews

Robert Mnookin
“This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking.”
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Product Details

  • ISBN-13: 9780393339956
  • Publisher: Norton, W. W. & Company, Inc.
  • Publication date: 8/22/2011
  • Pages: 236
  • Sales rank: 1,393,575
  • Product dimensions: 5.50 (w) x 8.40 (h) x 0.70 (d)

Meet the Author

Guhan Subramanian, 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, is the first person in the history of Harvard to hold tenured appointments at both schools. He lives in Newton, Massachusetts.
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Table of Contents

Introduction ix

Part I Negotiations and Auctions

1 Preparing to Negotiate 3

2 At the Table 13

3 When to Auction, When to Negotiate? 31

4 Choosing the Right Kind of Auction 57

5 Playing the Game as Process Taker 81

6 The Limits of Existing Theory 107

Part II Negotiauctions

7 An Introduction to Negotiauctions 123

8 Setup Moves 137

9 Rearranging Moves 147

10 Shut-Down Moves 159

11 The Shadow of the Deal: Legal Constraints in Negotiauctions 178

Conclusion 196

Acknowledgments 201

Notes 205

Index 219

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