Title
Negotiauctions : new dealmaking strategies for a competitive marketplace / Guhan Subramanian.
Edition
1st ed.
ISBN
9780393069464
039306946X
Imprint
New York : W.W. Norton & Co., c2010.
Language
English
Description
xviii, 236 p. : ill. ; 25 cm.
Call Number
HD58.6 .S83 2010
Dewey Decimal Classification
658.4/052
Summary
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.
Bibliography, etc. Note
Includes bibliographical references and index.
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 negotiauctions.
