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Negotiauctions : new dealmaking strategies for a competitive marketplace

Author: Guhan Subramanian
Publisher: New York : W.W. Norton & Co., ©2010.
Edition/Format:   Print book : English : 1st edView all editions and formats
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  Read more...
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Document Type: Book
All Authors / Contributors: Guhan Subramanian
ISBN: 9780393069464 039306946X
OCLC Number: 317919899
Description: xviii, 236 pages : illustrations ; 25 cm
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.
Responsibility: Guhan Subramanian.

Abstract:

Bringing together auction theory and negotiation theory in a practical and accessible way, here is an authoritative guide to negotiating deals.  Read more...

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