Title Dealmaking, 2/e
Subtitle The New Strategy of Negotiauctions
Author Guhan Subramanian
ISBN 9780393358391
List price USD 30.00
Price outside India Available on Request
Original price
Binding Hardbound
No of pages 256
Book size 165 x 241 mm
Publishing year 2020
Original publisher W. W. Norton & Company
Published in India by .
Exclusive distributors Viva Books Private Limited
Sales territory India, Sri Lanka, Bangladesh, Pakistan, Nepal, .
Status New Arrival
About the book Send Enquiry


“Guhan Subramanian’s Dealmaking will prompt even the most experienced and successful deal professionals to recognize that there is an underlying structure to their intuitive grasp of the complex art of dealmaking. Skilled negotiators will respond to this book with a combination of recognition (‘That’s what I do!’) and regret (‘That’s what the other did to me!’).”

—Donald Gogel, chairman and CEO, Clayton, Dubilier & Rice


“This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking.”

—Robert Mnookin, Samuel Williston Professor of Law, Harvard Law School; author of Beyond Winning; and former chair of the Program on Negotiation at Harvard Law School


“In this pathbreaking book, Guhan Subramanian shows that most deals are neither negotiations nor auctions, but a combination of both. Dealmaking, through a lucid dissection of real-world cases, offers indispensable advice for veterans and newcomers alike.”

—Robert Pozen, senior lecturer at MIT Sloan School of Management, former chairman, MFS Investment Management, and former vice chairman, Fidelity Investments


“Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.”

—William Ury, coauthor of Getting to Yes and author of The Power of a Positive No


“Insightful and detailed…adds depth and sophistication to the analysis of negotiations.”

—David Lax, Negotiation Journal


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 “fighting on two fronts”—across the table and on the same side—with known, unknown, or potential competitors.

In Dealmaking, Subramanian provides classroom-tested examples of “negotiauctions” as diverse as buying a house, haggling over the rights to the television show Frasier, or selling “toxic” assets into the U.S. government’s 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.




Part I: Negotiations and Auctions

Chapter 1. Preparing to Negotiate

Chapter 2. At the Table

Chapter 3. When to Auction, When to Negotiate?

Chapter 4. Choosing the Right Kind of Auction

Chapter 5. Playing the Game as Process Taker

Chapter 6. The Limits of Existing Theory


Part II: Negotiauctions

Chapter 7. An Introduction to Negotiauctions

Chapter 8. Setup Moves

Chapter 9. Rearranging Moves

Chapter 10. Shut-Down Moves

Chapter 11. The Shadow of the Deal: Legal Constraints in Negotiauctions







About the Author:

Guhan Subramanian is the faculty chair for the JD/MBA program at Harvard University and the Harvard Law School Program on Negotiation. As the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School, he is the first person in the history of Harvard University to hold tenured appointments at both schools.

Target Audience:

Business professionals engaged in negotiating deals.


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