Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace
New Dealmaking Strategies For A Competitive Marketplace
- Editore:
W W NORTON & CO
- EAN:
9780393069464
- ISBN:
039306946X
- Pagine:
- 236
- Formato:
- Hardback
- Lingua:
- Inglese
Descrizione Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace
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.