Negotiauctions New Dealmaking Strategies for a Competitive Marketplace [Hardcover]

Todays 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 frontsacross 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 showBringing together auction theory and negotiation theory in a practical and accessible way, here is an authoritative guide to negotiating deals.