Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace
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...
Search in google:
Bringing together auction theory and negotiation theory in a practical and accessible way, here is an authoritative guide to negotiating deals.
Pt. I Negotiations and Auctions1 Preparing to Negotiate 32 At the Table 133 When to Auction, When to Negotiate? 314 Choosing the Right Kind of Auction 575 Playing the Game as Process Taker 816 The Limits of Existing Theory 107Pt. II Negotiauctions7 An Introduction to Negotiauctions 1238 Setup Moves 1379 Rearranging Moves 14710 Shut-Down Moves 15911 The Shadow of the Deal: Legal Constraints in Negotiauctions 178Conclusion 196Acknowledgments 201Notes 205Index 219
