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Dealmaking - 2nd Edition by Guhan Subramanian (Hardcover)

About this item


Number of Pages: 256

Genre: Business + Money Management

Sub-Genre: Negotiating

Format: Hardcover

Publisher: W. W. Norton & Company

Age Range: Adult

Author: Guhan Subramanian

Language: English

TCIN: 79680025
UPC: 9780393358391
Item Number (DPCI): 247-40-9773


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 side--with known, unknown, or potential competitors.

In Dealmaking, Subramanian provides classroom-tested examples of "negotiauctions" as diverse as buying a house, haggling over the rights to the television show Frasier, or selling "toxic" assets into the U.S. government's bailout fund. With each scenario, he identifies the specific moves that ensure success.

The first book to bring together auction and negotiation strategies in a meaningful way, Dealmaking is an indispensable guide to negotiating deals in the twenty-first century.

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