Dealmaking : new dealmaking strategies for a competitive marketplace /
Subramanian, Guhan.
Dealmaking : new dealmaking strategies for a competitive marketplace / Dealmaking : the new strategy of negotiauctions Guhan Subramanian. - New York : W.W. Norton & Co., 2011. - xviii, 236 p. : ill. ; 21 cm.
"Originally published under the title Negotiauctions: new dealmaking strategies for a competitive marketplace"--T.p. verso.
Includes bibliographical references and index.
Preparing to negotiate -- At the table -- When to auction, when to negotiate? -- Choosing the right kind of auction -- Playing the game as process taker -- The limits of existing theory -- An introduction to negotiauctions -- Setup moves -- Rearranging moves -- Shut-down moves -- The shadow of the deal: legal constraints in negotiauction.
9780393339956 (pbk.) 0393339955 (pbk.)
2011014051
015851073 Uk
Negotiation in business.
Auctions.
658.4052 / SU-D
Dealmaking : new dealmaking strategies for a competitive marketplace / Dealmaking : the new strategy of negotiauctions Guhan Subramanian. - New York : W.W. Norton & Co., 2011. - xviii, 236 p. : ill. ; 21 cm.
"Originally published under the title Negotiauctions: new dealmaking strategies for a competitive marketplace"--T.p. verso.
Includes bibliographical references and index.
Preparing to negotiate -- At the table -- When to auction, when to negotiate? -- Choosing the right kind of auction -- Playing the game as process taker -- The limits of existing theory -- An introduction to negotiauctions -- Setup moves -- Rearranging moves -- Shut-down moves -- The shadow of the deal: legal constraints in negotiauction.
9780393339956 (pbk.) 0393339955 (pbk.)
2011014051
015851073 Uk
Negotiation in business.
Auctions.
658.4052 / SU-D