Updated and enhanced in this new second edition, Dealmaking brings together negotiation and auction strategies to provide the jargon-free, empirically sound advice professionals need to close the deal. Harvard Program on Negotiation chair Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at a 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 programme and participating in the auction of a multimillion-dollar company. 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 businesses.
| Format |
Inbunden |
| Omfång |
256 sidor |
| Språk |
Engelska |
| Förlag |
WW Norton & Co |
| Utgivningsdatum |
2020-08-04 |
| ISBN |
9780393358391 |
