Dealmaking (eBook)

The New Strategy of Negotiauctions

Guhan Subramanian (Autor)

eBook Download: EPUB

2020 | 2., Second Edition
256 Seiten
W. W. Norton & Company (Verlag)
978-0-393-54117-5 (ISBN)

Infos

Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business School professor, he has spent years examining and teaching corporate dealmaking through two classic lenses: negotiation theory and auction theory. As he looked at real-world situations, however, he discovered that complex deals usually combine both approaches: negotiators are "e;fighting on two fronts"e;across the table and on the same sidewith known, unknown, or potential competitors.In Dealmaking, Subramanian provides classroom-tested examples of "e;negotiauctions"e; as diverse as buying a house, haggling over the rights to the television show Frasier, or selling "e;toxic"e; assets into the U.S. governments bailout fund. With each scenario, he identifies the specific moves that ensure success.The first book to bring together auction and negotiation strategies in a meaningful way, Dealmaking is an indispensable guide to negotiating deals in the twenty-first century.

Produkt-Details

• Erscheint lt. Verlag: 4.8.2020
• Sprache: englisch
• Themenwelt: Sachbuch/Ratgeber ► Beruf / Finanzen / Recht / Wirtschaft ► Briefe / Präsentation / Rhetorik
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management
• Schlagworte: auctions • Behavioral Economics • bidders • buyers • Game Theory • legal negotiations • Microeconomics • Negotiations • sellers • Social Psychology
• ISBN-10: 0-393-54117-7 / 0393541177
• ISBN-13: 978-0-393-54117-5 / 9780393541175