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9780393069464

Negotiauctions Cl

by
  • ISBN13:

    9780393069464

  • ISBN10:

    039306946X

  • Edition: 00
  • Format: Hardcover
  • Copyright: 2010-02-01
  • Publisher: W. W. Norton & Company

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Supplemental Materials

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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 'œfighting 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 'œtoxic' 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.

Supplemental Materials

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The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

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