Negotiauctions : new dealmaking strategies for a competitive marketplace / Guhan Subramanian.
By: Subramanian, Guhan.
Material type: TextPublisher: New York : W.W. Norton & Co., c2010Edition: 1st ed.Bibliography: Includes bibliographical references and index.Description: xviii, 236 p. : ill. ; 25 cm.ISBN: 9780393069464 (hardcover); 039306946X (hardcover).Subject(s): Negotiation in business | AuctionsDDC classification: 658.4/052Item type | Current library | Collection | Call number | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|
Two Weeks | Davenport Library Circulating Collection | Print-Circulating | 658.4052 Su165 2010 (Browse shelf(Opens below)) | Available | 34284003713278 |
Browsing Davenport Library shelves, Shelving location: Circulating Collection, Collection: Print-Circulating Close shelf browser (Hides shelf browser)
658.4052 N312 Negotiation : readings, exercises, and cases / | 658.4052 Sa31 The global negotiator : making, managing, and mending deals around the world in the twenty-first century / | 658.4052 Sh22 The power of nice : how to negotiate so everyone wins--especially you! / | 658.4052 Su165 2010 Negotiauctions : new dealmaking strategies for a competitive marketplace / | 658.4052 T375 The mind and heart of the negotiator / | 658.4052 T499 Successful negotiating / | 658.4052 W565 2013 The art of negotiation : how to improvise agreement in a chaotic world / |
Includes bibliographical references and index.
Preparing to negotiate -- At the table -- When to auction, when to negotiate? -- Choosing the right kind of auction -- Playing the game as process taker -- The limits of existing theory -- An introduction to negotiauctions -- Setup moves -- Rearranging moves -- Shut-down moves -- The shadow of the deal : legal constraints in negotiauctions.
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.--From publisher description.
There are no comments on this title.