new dealmaking strategies for a competitive marketplace
- ISBN: 9780393339956
- Editorial: W.W. Norton & Company Ltd.
- Fecha de la edición: 2011
- Lugar de la edición: New York. Estados Unidos de Norteamérica
- Encuadernación: Rústica
- Medidas: 22 cm
- Nº Pág.: 236
- Idiomas: Inglés
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.