{"product_id":"dealmaking-the-new-strategy-of-negotiauctions-9780393358391","title":"Dealmaking: The New Strategy of Negotiauctions","description":"\u003cp\u003eLeading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business School professor, he has spent years examining and teaching corporate dealmaking through two classic lenses: negotiation theory and auction theory. As he looked at real-world situations, however, he discovered that complex deals usually combine both approaches: negotiators are \"fighting on two fronts\"--across the table and on the same side--with known, unknown, or potential competitors.\u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eDealmaking\u003c\/i\u003e, Subramanian provides classroom-tested examples of \"negotiauctions\" as diverse as buying a house, haggling over the rights to the television show \u003ci\u003eFrasier\u003c\/i\u003e, or selling \"toxic\" assets into the U.S. government's bailout fund. With each scenario, he identifies the specific moves that ensure success.\u003c\/p\u003e\u003cp\u003eThe first book to bring together auction and negotiation strategies in a meaningful way, \u003ci\u003eDealmaking\u003c\/i\u003e is an indispensable guide to negotiating deals in the twenty-first century.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e W. W. Norton \u0026amp; Company\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 08\/04\/2020\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780393358391\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 256\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.00lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.30h x 6.00w x 1.10d","brand":"Guhan Subramanian","offers":[{"title":"Default Title","offer_id":36636957212828,"sku":"9780393358391","price":25.5,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_f6b4fcfa-52e2-4786-85e8-1e69486bc240.jpg?v=1603843477","url":"https:\/\/pastforward.org\/products\/dealmaking-the-new-strategy-of-negotiauctions-9780393358391","provider":"Past Forward","version":"1.0","type":"link"}