Dealmaking: The New Strategy of Negotiauctions

by Guhan Subramanian

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.

Product Details

ISBN-13:	9780393339956
Publisher:	Norton, W. W. & Company, Inc.
Publication date:	08/22/2011
Edition description:	First Edition
Pages:	256
Product dimensions:	5.50(w) x 8.40(h) x 0.70(d)

About the Author

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.

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

Editorial Reviews

This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking.

Robert Mnookin

"Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes."— William Ury, coauthor of Getting to Yes and author of The Power of a Positive No

"Guhan Subramanian’s Dealmaking will prompt even the most experienced and successful deal professionals to recognize that there is an underlying structure to their intuitive grasp of the complex art of dealmaking. Skilled negotiators will respond to this book with a combination of recognition (‘That’s what I do!’) and regret (‘That’s what the other did to me!’)."— Donald Gogel, chairman and CEO, Clayton, Dubilier & Rice

"Insightful and detailed…adds depth and sophistication to the analysis of negotiations."— David Lax Negotiation Journal

"This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking."— Robert Mnookin, Samuel Williston Professor of Law, Harvard Law School; author of Beyond Winning; and former chair of the Program on Negotiation at Harvard Law School

"In this pathbreaking book, Guhan Subramanian shows that most deals are neither negotiations nor auctions, but a combination of both. Dealmaking, through a lucid dissection of real-world cases, offers indispensable advice for veterans and newcomers alike."— Robert Pozen, senior lecturer at MIT Sloan School of Management, former chairman, MFS Investment Management, and former vice chairman, Fidelity Investments

From the Publisher