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12%OFFGuhan Subramanian - Negotiauctions - 9780393069464 - V9780393069464
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Description for Negotiauctions Hardcover. Bringing together auction theory and negotiation theory in a practical and accessible way, here is an authoritative guide to negotiating deals. Num Pages: 256 pages, charts. BIC Classification: KJN. Category: (P) Professional & Vocational. Dimension: 167 x 244 x 25. Weight in Grams: 436.
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 ... Read more

Product Details

Publication date
WW Norton & Co United States
Number of pages
Number of Pages
Place of Publication
New York, United States
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About Guhan Subramanian
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 ... Read more

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