Dealmaking: The New Strategy of Negotiauctions

by Guhan Subramanian

Book Overview

Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business School professor, he has spent years examining and teaching corporate dealmaking through two classic lenses: negotiation theory and auction theory. As he looked at real-world situations, however, he discovered that complex deals usually combine both approaches: negotiators are "fighting on two fronts"--across the table and on the same...

• Format: Hardcover
• Language: English
• ISBN: 0393358399
• ISBN13: 9780393358391
• Release Date: August 2020
• Publisher: W. W. Norton & Company
• Length: 256 Pages
• Weight: 1.05 lbs.
• Dimensions: 1.1" x 6.0" x 9.3"