000			02107nam a2200301 i 4500
003			PPANPs
005			20200217091806.0
008			091001s2010 nyua b 001 0 eng d
020			_a9780393069464 _qhardback
040			_aDLC _cDLC _dPPANPs _beng _erda
082	0	4	_223 _a658.4052
090	0	0	_a658.4052 _bGUH
100	3		_aGuhan, Subramanian, _eauthor.
245	1	0	_aNEGOTIAUCTIONS : _bNEW DEALMAKING STRATEGIES FOR A COMPETITIVE MARKETPLACE / _cGUHAN SUBRAMANIAN.
264		1	_aNew York: _bW.W. NORTON & COMPANY, _c2010.
264		4	_c©2010.
300			_axviii, 236 pages ; _c25cm _billustrations
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
505	0		_aPreparing 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.
520			_aToday'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.
599			_aLULUS
650	1	0	_aNegotiation in business.
650	2	0	_aAuctions.
942			_2ddc _cBUK
998			_a0000524040(PN)
999			_c190777 _d190777