Overview

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 corporations. Leading business scholar Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own 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 show, and participating in the auction of a multimillion-dollar company. Based on broad research and detailed case studies, Dealmaking brings together negotiation and auction strategies for the first time, providing the jargon-free, empirically sound advice professionals need to close the deal. Originally published in hardcover under the title Negotiauctions.

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9780393339956

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This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking.--Robert Mnookin, author of Beyond Winning

This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking. -- Robert Mnookin, author of Beyond Winning

This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking. --Robert Mnookin, author of Beyond Winning

Author Information

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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