Dealmaking: New Dealmaking Strategies for a Competitive Marketplace

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.

• | Author: Guhan Subramanian
• | Publisher: W. W. Norton & Company
• | Publication Date: Aug 22, 2011
• | Number of Pages: 256 pages
• | Binding: Paperback or Softback
• | ISBN-10: 0393339955
• | ISBN-13: 9780393339956