Dealmaking

Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.Leading 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 "e;fighting on two fronts"e;across the table and on the same sidewith known, unknown, or potential competitors.In Dealmaking, Subramanian provides classroom-tested examples of "e;negotiauctions"e; as diverse as buying a house, haggling over the rights to the television show Frasier, or selling "e;toxic"e; assets into the U.S. governments bailout fund. With each scenario, he identifies the specific moves that ensure success.The first book to bring together auction and negotiation strategies in a meaningful way, Dealmaking is an indispensable guide to negotiating deals in the twenty-first century.