TY  - BOOK
N2  - Today's increasingly competitive marketplace is filled with business transactions that include elements of both negotiations and auctions, yet the received wisdom on deal-making treats these two mechanisms separately. Leading dealmaking scholar Guhan Subramanian explores the ubiquitous situation in which negotiators are "fighting on two fronts"--across the table, of course, but also on the same side of the table with known, unknown, or possible competitors. Delving into case studies as diverse as buying a house, haggling over the rights to the television show Frasier, and selling "toxic" assets into the U.S. government's bailout fund, Subramanian combines meticulous research, field experience, and classroom-tested strategies to create an indispensable guide for anyone involved in buying or selling everything from cars to corporations.--From publisher description.
AB  - Today's increasingly competitive marketplace is filled with business transactions that include elements of both negotiations and auctions, yet the received wisdom on deal-making treats these two mechanisms separately. Leading dealmaking scholar Guhan Subramanian explores the ubiquitous situation in which negotiators are "fighting on two fronts"--across the table, of course, but also on the same side of the table with known, unknown, or possible competitors. Delving into case studies as diverse as buying a house, haggling over the rights to the television show Frasier, and selling "toxic" assets into the U.S. government's bailout fund, Subramanian combines meticulous research, field experience, and classroom-tested strategies to create an indispensable guide for anyone involved in buying or selling everything from cars to corporations.--From publisher description.
T1  - Negotiauctions :new dealmaking strategies for a competitive marketplace /
DA  - c2010.
CY  - New York :
AU  - Subramanian, Guhan.
ET  - 1st ed.
CN  - HD58.6
CN  - HD58.6
PB  - W.W. Norton & Co.,
PP  - New York :
PY  - c2010.
ID  - 342427
KW  - Negotiation in business.
KW  - Auctions.
SN  - 9780393069464
SN  - 039306946X
TI  - Negotiauctions :new dealmaking strategies for a competitive marketplace /
ER  -