000342427 000__ 02087cam\a2200289\a\4500 000342427 001__ 342427 000342427 005__ 20210513124025.0 000342427 008__ 091001s2010\\\\nyua\\\\\b\\\\001\0\eng\\ 000342427 010__ $$a 2009038974 000342427 020__ $$a9780393069464 000342427 020__ $$a039306946X 000342427 035__ $$a(OCoLC)ocn317919899 000342427 035__ $$a342427 000342427 040__ $$aDLC$$cDLC$$dBTCTA$$dBKL$$dYDXCP$$dC#P$$dUKM$$dBWX$$dBUR$$dVP@$$dCDX 000342427 049__ $$aISEA 000342427 05000 $$aHD58.6$$b.S83 2010 000342427 08200 $$a658.4/052$$222 000342427 1001_ $$aSubramanian, Guhan. 000342427 24510 $$aNegotiauctions :$$bnew dealmaking strategies for a competitive marketplace /$$cGuhan Subramanian. 000342427 250__ $$a1st ed. 000342427 260__ $$aNew York :$$bW.W. Norton & Co.,$$cc2010. 000342427 300__ $$axviii, 236 p. :$$bill. ;$$c25 cm. 000342427 504__ $$aIncludes bibliographical references and index. 000342427 5050_ $$aPreparing 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 negotiauctions. 000342427 520__ $$aToday's increasingly competitive marketplace is filled with business transactions that include elements of both negotiations and auctions, yet the received wisdom on deal-making treats these two mechanisms separately. Leading dealmaking scholar Guhan Subramanian explores the ubiquitous situation in which negotiators are "fighting on two fronts"--across the table, of course, but also on the same side of the table with known, unknown, or possible competitors. Delving into case studies as diverse as buying a house, haggling over the rights to the television show Frasier, and selling "toxic" assets into the U.S. government's bailout fund, Subramanian combines meticulous research, field experience, and classroom-tested strategies to create an indispensable guide for anyone involved in buying or selling everything from cars to corporations.--From publisher description. 000342427 650_0 $$aNegotiation in business. 000342427 650_0 $$aAuctions. 000342427 85200 $$bgen$$hHD58.6$$i.S83$$i2010 000342427 909CO $$ooai:library.usi.edu:342427$$pGLOBAL_SET 000342427 980__ $$aBIB 000342427 980__ $$aBOOK