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Negotiauctions

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Negotiauctions

New Dealmaking Strategies for a Competitive Marketplace

Format

Hardback

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Negotiauctions by Guhan Subramanian
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Description

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.

Author Biography

Guhan Subramanian, the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School, is the first person in the history of Harvard to hold tenured appointments at both schools. He lives in Newton, Massachusetts.
Release date Australia
February 1st, 2010
Country of Publication
United States
Illustrations
charts
Imprint
WW Norton & Co
Pages
256
Dimensions
163x241x25
ISBN-13
9780393069464
Product ID
3777392

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