Dealmaking: The New Strategy of NegotiauctionsAuthor :
Hardback
Published : Tuesday 4 August 2020
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by
Hardback
04 Aug 2020
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€27.60
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Description
Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.-William Ury, coauthor of Getting to Yes.
Updated and enhanced in this new second edition, Dealmaking brings together negotiation and auction strategies to provide the jargon-free, empirically sound advice professionals need to close the deal. Harvard Program on Negotiation chair Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at a 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 programme and participating in the auction of a multimillion-dollar company. 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 businesses.
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