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Negotiauctions "New Dealmaking Strategies For a Competitive Marketplace"

New Dealmaking Strategies For a Competitive Marketplace

Negotiauctions "New Dealmaking Strategies For a Competitive Marketplace". New Dealmaking Strategies For a Competitive Marketplace

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  • ISBN:9780393069464
  • Editorial: Norton
  • Fecha de la edición:
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  • Dimensiones: 0 cm x 0 cm
  • Nº Pág.:256
  • Idiomas:Ingles,Inglés

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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. Guhan Subramanian explores the ubiquitous situation in which negotiators are 'fighting on two fronts' - across the table but also on the same side of the table with known, unknown or possible competitors. Delving into diverse case studies such as buying a house, haggling over the rights to the television programme Frasier and selling 'toxic' assets into the US government's bailout fund, Subramanian combines meticulous research, field experience and tested strategies to create an indispensable guide for anyone involved in buying or selling everything from cars to companies.

Pt. I Negotiations and Auctions
1 Preparing to Negotiate 3
2 At the Table 13
3 When to Auction, When to Negotiate? 31
4 Choosing the Right Kind of Auction 57
5 Playing the Game as Process Taker 81
6 The Limits of Existing Theory 107
Pt. II Negotiauctions
7 An Introduction to Negotiauctions 123
8 Setup Moves 137
9 Rearranging Moves 147
10 Shut-Down Moves 159
11 The Shadow of the Deal: Legal Constraints in Negotiauctions 178
Conclusion 196
Acknowledgments 201

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