Dealmaking: New Dealmaking Strategies for a Competitive Marketplace

By Guhan Subramanian

Book Overview

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.

• Format: Paperback
• Language: English
• ISBN: 0393339955
• ISBN13: 9780393339956
• Release Date: August 2011
• Publisher: W. W. Norton & Company
• Length: 256 Pages
• Weight: 0.50 lbs.
• Dimensions: 0.7" x 5.9" x 8.0"