Dealmaking: The New Strategy of Negotiauctions

WW Norton & Co

$300.00
(No reviews yet) Write a Review
SKU:
9780393358391
Author:
Guhan Subramanian (Harvard Business School)
Publisher:
WW Norton & Co
Publication date:
2020-09-04
Format:
Hardback
Pages:
256
Adding to cart… The item has been added
"Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes."-William Ury, coauthor of Getting to Yes. Updated and enhanced in this new second edition, Dealmaking brings together negotiation and auction strategies to provide the jargon-free, empirically sound advice professionals need to close the deal. Harvard Program on Negotiation chair Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at a 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 programme and participating in the auction of a multimillion-dollar company. Informed by meticulous research, field experience and classroom-tested strategies, Dealmaking offers essential insights for anyone involved in buying or selling everything from cars to businesses.