{"product_id":"dealmaking-the-new-strategy-of-negotiauctions-9780393358391","title":"Dealmaking: The New Strategy of Negotiauctions","description":"\u003cp\u003e • Author(s): Guhan Subramanian\u003cbr\u003e • Publisher: W. W. Norton \u0026amp; Company\u003cbr\u003e • Publisher Imprint: W. W. Norton \u0026amp; Company\u003cbr\u003e • BISAC: Negotiating\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eLeading 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.\u003c\/p\u003e\u003cp\u003eIn \u003cem\u003eDealmaking\u003c\/em\u003e, Subramanian provides classroom-tested examples of \"negotiauctions\" as diverse as buying a house, haggling over the rights to the television show \u003cem\u003eFrasier\u003c\/em\u003e, or selling \"toxic\" assets into the U.S. government's bailout fund. With each scenario, he identifies the specific moves that ensure success.\u003c\/p\u003e\u003cp\u003eThe first book to bring together auction and negotiation strategies in a meaningful way, \u003cem\u003eDealmaking\u003c\/em\u003e is an indispensable guide to negotiating deals in the twenty-first century.\u003c\/p\u003e","brand":"W. W. Norton \u0026 Company","offers":[{"title":"Hardcover","offer_id":45045648720023,"sku":"9780393358391","price":2532.0,"currency_code":"INR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0666\/3471\/1191\/files\/9780393358391.webp?v=1769217014","url":"https:\/\/atlanticbooks.com\/products\/dealmaking-the-new-strategy-of-negotiauctions-9780393358391","provider":"Atlantic Books","version":"1.0","type":"link"}