The Resource Negotiauctions : new dealmaking strategies for a competitive marketplace, Guhan Subramanian

Negotiauctions : new dealmaking strategies for a competitive marketplace, Guhan Subramanian

Label
Negotiauctions : new dealmaking strategies for a competitive marketplace
Title
Negotiauctions
Title remainder
new dealmaking strategies for a competitive marketplace
Statement of responsibility
Guhan Subramanian
Creator
Subject
Language
eng
Summary
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
Cataloging source
DLC
http://library.link/vocab/creatorName
Subramanian, Guhan
Dewey number
658.4/052
Illustrations
illustrations
Index
index present
LC call number
HD58.6
LC item number
.S83 2010
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
http://library.link/vocab/subjectName
  • Negotiation in business
  • Auctions
Label
Negotiauctions : new dealmaking strategies for a competitive marketplace, Guhan Subramanian
Link
Instantiates
Publication
Bibliography note
Includes bibliographical references and index
Contents
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
Edition
1st ed.
Extent
1 online resource (xviii, 236 pages
Form of item
online
Other physical details
illustrations)
Specific material designation
remote
System control number
(OCoLC)1036794602
Label
Negotiauctions : new dealmaking strategies for a competitive marketplace, Guhan Subramanian
Link
Publication
Bibliography note
Includes bibliographical references and index
Contents
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
Edition
1st ed.
Extent
1 online resource (xviii, 236 pages
Form of item
online
Other physical details
illustrations)
Specific material designation
remote
System control number
(OCoLC)1036794602

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