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Dealmaking "The New Strategy of Negotiauctions"

Dealmaking "The New Strategy of Negotiauctions"

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  • ISBN:9780393339956
  • Editorial: Norton
  • Fecha de la edición:
  • Encuadernación:
  • Nº Pág.:256
  • Idiomas:Ingles

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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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