Dealmaking the new strategy of negotiauctions [hardcover] [rare books]

Description:

Packed with transformative insights,Dealmakingwill help a new generation of business leaders get to yes.William Ury, coauthor ofGetting to Yes

Informed by meticulous research, field experience, and classroom-tested strategies,Dealmakingoffers essential insights for anyone involved in buying or selling everything from cars to corporations. Leading business scholar Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations. Along the way, he examines case studies as diverse as buying a house, haggling over the rights to a TV show, and participating in the auction of a multimillion-dollar company. Based on broad research and detailed case studies,Dealmakingbrings together negotiation and auction strategies for the first time, providing the jargon-free, empirically sound advice professionals need to close the deal. Originally published in hardcover under the titleNegotiauctions.