An edition of Dealmaking (2010)

Dealmaking

new dealmaking strategies for a competitive marketplace

by

  • 3 Want to read
Cover of: Dealmaking by Guhan Subramanian, Guhan Subramanian
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Last edited by MARC Bot
May 20, 2025 | History
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An edition of Dealmaking (2010)

Dealmaking

new dealmaking strategies for a competitive marketplace

by

  • 3 Want to read

"Updated and enhanced in this new second edition, Dealmaking brings together negotiation and auction strategies to provide the jargon-free, empirically sound advice professionals need to close the deal. Harvard Program on Negotiation chair Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at a 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. 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"--

Publish Date
Publisher
W.W. Norton & Co.
Language
English
Pages
236

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Previews available in: English

Subjects

Negotiation in business, Auctions, Economics, Verhandlungsführung, Marktmechanismus, Auktionstheorie
Edition Availability
Cover of: Dealmaking
Dealmaking: The New Strategy of Negotiauctions
2020, Norton & Company, Incorporated, W. W.
in English
Cover of: Dealmaking
Dealmaking: The New Strategy of Negotiauctions
2020, Norton & Company Limited, W. W.
in English
Cover of: Dealmaking
Dealmaking: new dealmaking strategies for a competitive marketplace
2011, W.W. Norton & Co.
in English
Cover of: Dealmaking
Dealmaking: The New Strategy of Negotiauctions
2010, Norton & Company, Incorporated, W. W.
in English

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Book Details

Table of Contents

Preparing to negotiate
At the table
When to auction, when to negotiate?
Choosing the right kind of auction
Playing the game as process taker
The limits of existing theory
An introduction to negotiauctions
Setup moves
Rearranging moves
Shut-down moves
The shadow of the deal: legal constraints in negotiauction.

Edition Notes

"Originally published under the title Negotiauctions: new dealmaking strategies for a competitive marketplace"--T.p. verso.

Includes bibliographical references and index.

Published in
New York
Other Titles
Dealmaking :

Classifications

Dewey Decimal Class
658.4/052
Library of Congress
HD58.6 .S83 2011, HD58.6.S83 2011, HD58.6 .S83 2011a

The Physical Object

Pagination
xviii, 236 p. :
Number of pages
236

Edition Identifiers

Open Library
OL25121297M
ISBN 10
0393339955
ISBN 13
9780393339956
LCCN
2011014051
OCLC/WorldCat
668194769, 958488051

Work Identifiers

Work ID
OL16317842W

Source records

Library of Congress MARC record
Better World Books record
Library of Congress MARC record
Internet Archive item record
Promise Item
Harvard University record

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History

Download catalog record: RDF / JSON / OPDS | Wikipedia citation
May 20, 2025 Edited by MARC Bot import existing book
January 14, 2023 Edited by ImportBot import existing book
October 23, 2021 Edited by ImportBot import existing book
October 9, 2020 Edited by ImportBot import existing book
December 7, 2011 Created by LC Bot Imported from Library of Congress MARC record