Dealmaking: The New Strategy of Negotiauctions

Dealmaking combines negotiation and auction strategies to provide jargon-free, empirically sound advice for professionals. Harvard Program on Negotiation chair Guhan Subramanian offers a hybrid theory and case studies to help readers navigate complex dealmaking situations.

\n Format: Hardback
\n Length: 256 pages
\n Publication date: 04 September 2020
\n Publisher: WW Norton & Co
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Dealmaking, the second edition, is a comprehensive guide that combines negotiation and auction strategies to provide jargon-free, empirically sound advice for professionals seeking to close deals effectively. Authored by Harvard Program on Negotiation chair Guhan Subramanian, this edition offers a lively exploration of negotiation and auction theory, followed by an in-depth examination of a hybrid theory that outlines three practical strategies for complex dealmaking scenarios. Throughout the book, Subramanian utilizes diverse case studies, ranging from purchasing a house to haggling over TV program rights and participating in multimillion-dollar company auctions, to illustrate the practical applications of these strategies. Drawing from meticulous research, field experience, and classroom-tested methodologies, Dealmaking provides essential insights for anyone involved in buying or selling a wide range of products and services. Whether you are a business professional, entrepreneur, or negotiator, this book offers valuable tools and techniques to enhance your deal-closing abilities and achieve successful outcomes in your negotiations.

Dealmaking, the second edition, is a comprehensive guide that combines negotiation and auction strategies to provide jargon-free, empirically sound advice for professionals seeking to close deals effectively. Authored by Harvard Program on Negotiation chair Guhan Subramanian, this edition offers a lively exploration of negotiation and auction theory, followed by an in-depth examination of a hybrid theory that outlines three practical strategies for complex dealmaking scenarios. Throughout the book, Subramanian utilizes diverse case studies, ranging from purchasing a house to haggling over TV program rights and participating in multimillion-dollar company auctions, to illustrate the practical applications of these strategies. Drawing from meticulous research, field experience, and classroom-tested methodologies, Dealmaking provides essential insights for anyone involved in buying or selling a wide range of products and services. Whether you are a business professional, entrepreneur, or negotiator, this book offers valuable tools and techniques to enhance your deal-closing abilities and achieve successful outcomes in your negotiations.

\n Weight: 466g\n
Dimension: 164 x 242 x 27 (mm)\n
ISBN-13: 9780393358391\n
Edition number: Second Edition\n