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Dealmaking - by Guhan Subramanian (Paperback)

Dealmaking - by  Guhan Subramanian (Paperback) - image 1 of 1
Dealmaking - by  Guhan Subramanian (Paperback) - image 1 of 1
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About this item


Number of Pages: 236

Genre: Business + Money Management

Sub-Genre: Economics

Format: Paperback

Publisher: W. W. Norton & Company

Book theme: Theory

Author: Guhan Subramanian

Language: English

Street Date: August 22, 2011
TCIN: 77475506
UPC: 9780393339956
Item Number (DPCI): 247-17-7125


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.
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