Negotiauctions
Subtitle: new dealmaking strategies for a competitive marketplace
By: Guhan Subramanian
Edition: 1st ed.
Publisher: W.W. Norton & Co.; W. W. Norton & Company
Published: 2010
Place of publication: New York
Language: eng
Number of pages: 236
ISBN-13: 9780393069464
Description: 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.
Notes: Includes bibliographical references and index.
Table of contents: title: Preparing to negotiate; title: At the table; title: When to auction, when to negotiate?; title: Choosing the right kind of auction; title: Playing the game as process taker; title: The limits of existing theory; title: An introduction to negotiauctions; title: Setup moves; title: Rearranging moves; title: Shut-down moves; title: The shadow of the deal : legal constraints in negotiauctions.