Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace

by Guhan Subramanian

Book Overview

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.

• Format: Hardcover
• Language: English
• ISBN: 039306946X
• ISBN13: 9780393069464
• Release Date: February 2010
• Publisher: W. W. Norton & Company
• Length: 256 Pages
• Weight: 1.45 lbs.
• Dimensions: 1.0" x 6.6" x 9.5"