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Dealmaking

The New Strategy of Negotiauctions (Second Edition)

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Dealmaking

Written by: Guhan Subramanian
Narrated by: David H. Lawrence XVII
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“Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.”—William Ury, coauthor of Getting to Yes

Informed by meticulous research, field experience, and classroom-tested strategies, Dealmaking offers essential insights for anyone involved in buying or selling everything from cars to corporations. Leading business scholar Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations. Along the way, he examines case studies as diverse as buying a house, haggling over the rights to a TV show, and participating in the auction of a multimillion-dollar company. Based on broad research and detailed case studies, Dealmaking brings together negotiation and auction strategies for the first time, providing the jargon-free, empirically sound advice professionals need to close the deal. Originally published in hardcover under the title Negotiauctions.

This audiobook includes a downloadable PDF that contains charts and graphs from the book. Decision-Making & Problem Solving Economics Management & Leadership Marketing & Sales Negotiating Personal Success Sales Theory
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Critic Reviews

“This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking.” — Robert Mnookin, author of Beyond Winning
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