| Edition |
1st ed. |
| Description |
xviii, 236 p. : ill. ; 25 cm. |
| Bibliography |
Includes bibliographical references and index. |
| 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. |
| 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 negotiauctions. |
| Subject |
Negotiation in business.
|
|
Auctions.
|
| ISBN |
9780393069464 (hardcover) |
|
039306946X (hardcover) |
|
