Description
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business School professor, he has spent years examining and teaching corporate dealmaking through two classic lenses: negotiation theory and auction theory. As he looked at real-world situations, however, he discovered that complex deals usually combine both approaches: negotiators are fighting on two frontsacross the table and on the same sidewith known, unknown, or potential competitors.
In Dealmaking, Subramanian provides classroom-tested examples of negotiauctions as diverse as buying a house, haggling over the rights to the television show Frasier, or selling toxic assets into the U.S. governments bailout fund. With each scenario, he identifies the specific moves that ensure success.
The first book to bring together auction and negotiation strategies in a meaningful way, Dealmaking is an indispensable guide to negotiating deals in the twenty-first century.
Author: Guhan Subramanian
Binding Type: Hardcover
Publisher: W. W. Norton & Company
Published: 08/04/2020
Pages: 256
Weight: 1lbs
Size: 9.30h x 6.00w x 1.10d
ISBN: 9780393358391
Language: English
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