TY  - BOOK
AU  - Guhan, Subramanian,
TI  - NEGOTIAUCTIONS: NEW DEALMAKING STRATEGIES FOR A COMPETITIVE MARKETPLACE 
SN  - 9780393069464
U1  - 658.4052 23
PY  - 2010///
CY  - New York
PB  - W.W. NORTON & COMPANY
KW  - Negotiation in business
KW  - Auctions
N1  - 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 negotiauctions
N2  - 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 "fighting 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 "toxic" 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.--From publisher description
ER  -