Dealmaking: The New Strategy of Negotiauctions (Second Edition) (ePub)

Name: Dealmaking: The New Strategy of Negotiauctions (Second Edition)
Brand: W. W. Norton & Company
SKU: 133545904
Price: 32.40 EUR
Availability: OnlineOnly

(Sprache: Englisch)

Autor: Guhan Subramanian

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Dealmaking: The New Strategy of Negotiauctions (Second Edition), Guhan Subramanian

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Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.

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Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.

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 fronts"across 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. government's 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.

Autoren-Porträt von Guhan Subramanian

Guhan Subramanian is the faculty chair for the JD/MBA program at Harvard University and the Harvard Law School Program on Negotiation. As the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School, he is the first person in the history of Harvard University to hold tenured appointments at both schools.

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Bibliographische Angaben

Autor: Guhan Subramanian
2020, Second Edition, 256 Seiten, Englisch
Verlag: W. W. Norton & Company
ISBN-10: 0393541177
ISBN-13: 9780393541175
Erscheinungsdatum: 04.08.2020

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Größe: 2.25 MB
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