Dealmaking : the new strategy of negotiauctions /
"Updated and enhanced in this new second edition, Dealmaking brings together negotiation and auction strategies to provide the jargon-free, empirically sound advice professionals need to close the deal. Harvard Program on Negotiation chair Guhan Subramanian provides a lively tour of both negoti...
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| Format: | Book |
| Language: | English |
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New York, NY :
W. W. Norton & Company, Inc.,
[2020]
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| Edition: | Second edition. |
| Subjects: |
| Summary: | "Updated and enhanced in this new second edition, Dealmaking brings together negotiation and auction strategies to provide the jargon-free, empirically sound advice professionals need to close the deal. Harvard Program on Negotiation chair Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at a 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. 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"-- |
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| Item Description: | "Previous edition published under the title Negotiauctions: new dealmaking strategies for a competitive marketplace"--Title page verso. |
| Physical Description: | xx, 232 pages : illustrations ; 25 cm |
| Bibliography: | Includes bibliographical references and index. |
| ISBN: | 9780393358391 0393358399 |