Negotiauctions : New Dealmaking Strategies for a Competitive Marketplace (Hardcover)

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Product Overview

Bringing together auction theory and negotiation theory in a practical and accessible way, this work offers an authoritative guide to negotiating deals.


Publisher W W Norton & Co Inc
Mfg Part# 9780393069464
SKU 211588320
Format Hardcover
ISBN10 039306946X
Release Date 2/1/2010
Dimensions (in Inches) 10H x 6.75L x 1.25T
From the Publisher
Editors Note "A guide for anyone involved in buying or selling everything from cars to corporations explains how to include elements of both negotiations and auctions when trying to make the perfect deal."
Editors Note 1 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 strategies to create an indispensable guide for anyone involved in buying or selling everything from cars to corporations.
Product Attributes
eBooks Kobo
Book Format Hardcover
Number of Pages 0236
Publisher W. W. Norton & Company

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