Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace (Hardcover) (ISBN-13: 9780393069464)

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.

Author: Guhan Subramanian
ISBN-10: 039306946X
ISBN-13: 9780393069464
Publisher: W. W. Norton & Company
Language: English
Published: 02/01/2010
Pages: 256
Format: Hardcover
Weight: 0.93lbs
Size: 9.48h x 6.58w x 0.99d

Review Citation(s):
Choice 09/01/2010
Reference and Research Bk News 08/01/2010 pg. 101