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Dealmaking: The New Strategy of Negotiauctions by Guhan Subramanian

Dealmaking: The New Strategy of Negotiauctions

by Guhan Subramanian
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Book cover type: Hardcover
  • ISBN13: 9780393358391
  • Binding: Hardcover
  • Subject: N/A
  • Publisher: W. W. Norton & Company
  • Publisher Imprint: W. W. Norton & Company
  • Publication Date:
  • Pages: 256
  • Original Price: GBP 23.99
  • Language: English
  • Edition: N/A
  • Item Weight: 454 grams
  • BISAC Subject(s): General

Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business School professor, he has spent years examining and teaching corporate dealmaking through two classic lenses: negotiation theory and auction theory. As he looked at real-world situations, however, he discovered that complex deals usually combine both approaches: negotiators are "fighting on two fronts"--across the table and on the same side--with known, unknown, or potential competitors.

In Dealmaking, Subramanian provides classroom-tested examples of "negotiauctions" as diverse as buying a house, haggling over the rights to the television show Frasier, or selling "toxic" assets into the U.S. government's bailout fund. With each scenario, he identifies the specific moves that ensure success.

The first book to bring together auction and negotiation strategies in a meaningful way, Dealmaking is an indispensable guide to negotiating deals in the twenty-first century.

Subramanian, Guhan: - Guhan Subramanian is the faculty chair for the JD/MBA program at Harvard University and the Harvard Law School Program on Negotiation. As the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School, he is the first person in the history of Harvard University to hold tenured appointments at both schools.

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