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Dealmaking The New Strategy of Negotiauctions

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ISBN-10: 0393339955

ISBN-13: 9780393339956

Edition: 2011

Authors: Guhan Subramanian

List price: $16.95
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Book details

List price: $16.95
Copyright year: 2011
Publisher: W. W. Norton & Company, Incorporated
Publication date: 8/22/2011
Binding: Paperback
Pages: 256
Size: 0.55" wide x 0.83" long x 0.07" tall
Weight: 0.440
Language: English

Guhan Subramanian, the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School, is the first person in the history of Harvard to hold tenured appointments at both schools. He lives in Newton, Massachusetts.

Introduction
Negotiations and Auctions
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
Negotiauctions
An Introduction to Negotiauctions
Setup Moves
Rearranging Moves
Shut-Down Moves
The Shadow of the Deal: Legal Constraints in Negotiauctions
Conclusion
Acknowledgments
Notes
Index