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Dealmaking: The New Strategy of Negotiauctions (First Edition)

Guhan Subramanian

Author : Guhan Subramanian
Publisher : W. W. Norton & Company
Page : 256 pages
File Size : 53,5 Mb
Release : 2010-02-01
Category : Business & Economics
ISBN : 9780393077179

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Dealmaking: The New Strategy of Negotiauctions (First Edition) by Guhan Subramanian Pdf

“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.

Dealmaking: The New Strategy of Negotiauctions (Second Edition)

Guhan Subramanian

Author : Guhan Subramanian
Publisher : W. W. Norton & Company
Page : 280 pages
File Size : 53,6 Mb
Release : 2020-08-04
Category : Business & Economics
ISBN : 9780393541175

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Dealmaking: The New Strategy of Negotiauctions (Second Edition) by Guhan Subramanian Pdf

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.

Dealmaking

Guhan Subramanian

Author : Guhan Subramanian
Publisher : W. W. Norton & Company
Page : 257 pages
File Size : 49,8 Mb
Release : 2011-08-22
Category : Business & Economics
ISBN : 9780393339956

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Dealmaking by Guhan Subramanian Pdf

“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.

Negotiauctions

Guhan Subramanian

Author : Guhan Subramanian
Publisher : National Geographic Books
Page : 0 pages
File Size : 49,6 Mb
Release : 2010-02-16
Category : Business & Economics
ISBN : 9780393069464

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Negotiauctions by Guhan Subramanian Pdf

Bringing together auction theory and negotiation theory in a practical and accessible way, here is an authoritative guide to negotiating deals. 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 as buying a house, haggling over the rights to the television show Frasier, and selling “toxic” assets into the U.S. government’s bailout fund, Subramanian combines meticulous research, field experience, and classroom-tested strategies to create an indispensable guide for anyone involved in buying or selling everything from cars to corporations.

Negotiation Excellence: Successful Deal Making (2nd Edition)

Benoliel Michael

Author : Benoliel Michael
Publisher : World Scientific
Page : 536 pages
File Size : 42,7 Mb
Release : 2014-09-16
Category : Business & Economics
ISBN : 9789814556965

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Negotiation Excellence: Successful Deal Making (2nd Edition) by Benoliel Michael Pdf

Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.

Negotiating Life

J. Salacuse

Author : J. Salacuse
Publisher : Springer
Page : 232 pages
File Size : 52,8 Mb
Release : 2013-09-04
Category : Business & Economics
ISBN : 9781137318749

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Negotiating Life by J. Salacuse Pdf

A complement to the successful The Global Negotiator: Making, Managing, and Mending Deals Around the World in the Twenty-First Century (Palgrave, 2003), Salacuse's new work is a comprehensive and easy-to-understand look at negotiation in everyday life. Drawing from his extensive experience around the world, Salacuse applies such large-scale examples as the Arab-Israeli conflicts or those in Berlin and shows us how to use such strategies in our own lives, from family and home life, to business and the workplace, even to our own thoughts as we negotiate compromises and agreement with ourselves. Arguing that life is really a series of negotiations, deal making, and diplomacy, Salacuse gives readers the tools to make the most of any situation.

The Art of Negotiation

Michael Wheeler

Author : Michael Wheeler
Publisher : Simon and Schuster
Page : 320 pages
File Size : 53,7 Mb
Release : 2013-10-08
Category : Business & Economics
ISBN : 9781451690446

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The Art of Negotiation by Michael Wheeler Pdf

A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.

Hidden Truths

David Fubini

Author : David Fubini
Publisher : John Wiley & Sons
Page : 246 pages
File Size : 55,6 Mb
Release : 2020-12-03
Category : Business & Economics
ISBN : 9781119682332

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Hidden Truths by David Fubini Pdf

Complete your leadership toolkit with this inside look at high-level, executive positions Hidden Truths: What Leaders Need to Hear But Are Rarely Told delivers profound and rarely discussed insights about C-suite jobs that provide aspiring leaders with practical, new skills that will equip them for the immense challenges of their desired jobs. Through 14 illuminating chapters, accomplished Harvard Business School faculty member and former Senior Partner of McKinsey & Company sets out the essential habits that help leaders create success, time and time again. You'll learn: How to recognize the limits of monetary incentives for employees and colleagues To manage your relationships with members of the Board of Directors How to value and realize true diversity How to manage mergers and acquisitions properly, one of the most difficult parts of business leadership Perfect for managers, executives, and other business leaders with an eye on the C-suite, Hidden Truths also belongs on the bookshelves of people who already find themselves in a C-level position and wish to learn how to better manage the stresses and challenges of the job.

Negotiation Genius

Deepak Malhotra,Max Bazerman

Author : Deepak Malhotra,Max Bazerman
Publisher : Bantam
Page : 354 pages
File Size : 55,9 Mb
Release : 2008-08-26
Category : Business & Economics
ISBN : 9780553384116

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Negotiation Genius by Deepak Malhotra,Max Bazerman Pdf

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

Real Leaders Negotiate!

Jeswald W. Salacuse

Author : Jeswald W. Salacuse
Publisher : Springer
Page : 235 pages
File Size : 44,6 Mb
Release : 2017-07-11
Category : Business & Economics
ISBN : 9781137591159

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Real Leaders Negotiate! by Jeswald W. Salacuse Pdf

This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness. Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it’s strictly “my way or the highway.” Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author’s own leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant. Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader’s position.

The Nature of Purchasing

Florian Schupp,Heiko Wöhner

Author : Florian Schupp,Heiko Wöhner
Publisher : Springer Nature
Page : 326 pages
File Size : 44,8 Mb
Release : 2020-05-20
Category : Business & Economics
ISBN : 9783030435028

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The Nature of Purchasing by Florian Schupp,Heiko Wöhner Pdf

This book was created in the spirit of learning from nature in the field of professional purchasing. It describes real-world purchasing problems faced by companies as well as individuals and presents natural hands-on solutions that apply scientific approaches. The book answers what the core of purchasing could be, the inner structure of it or in other words the natural way. Nature masters effectiveness based on immanent laws and ensures efficiency by best results for minimal invest. Especially in complex and ambiguous situations, purchasers benefit from this book by understanding the broader context with the help of recent scientific research. Focusing on the problems that purchasers face in managerial practice rather than oversimplified generalizations, the book features step-by-step explanations, allowing readers to find tailored solutions to address challenges in key purchasing areas. The book was written in collaboration and with the help of experts in purchasing and logistics, biology, law and economics, human resource development, media and sports, and merges perspectives from theory and practice to provide natural strategies for purchasers.

Practical Doomsday

Michal Zalewski

Author : Michal Zalewski
Publisher : No Starch Press
Page : 266 pages
File Size : 40,5 Mb
Release : 2022-01-11
Category : Self-Help
ISBN : 9781718502130

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Practical Doomsday by Michal Zalewski Pdf

Disasters happen. Be prepared. Here’s how. As a leading security engineer, Michal Zalewski has spent his career methodically anticipating and planning for cyberattacks. In Practical Doomsday, Zalewski applies the same thoughtful, rational approach to preparing for disasters of all kinds. By sharing his research, advice, and a healthy dose of common sense, he’ll help you rest easy knowing you have a plan for the worst—even if the worst never comes. The book outlines a level-headed model for evaluating risks, one that weighs the probability of scenarios against the cost of preparing for them. You’ll learn to apply that model to the whole spectrum of potential crises, from personal hardships like job loss or a kitchen fire, to large-scale natural disasters and industrial accidents, to recurring pop-culture fears like all-out nuclear war. You’ll then explore how basic lifestyle adjustments, such as maintaining a robust rainy-day fund, protecting yourself online, and fostering good relationships with your neighbors, can boost your readiness for a wide range of situations. You’ll also take a no-nonsense look at the supplies and equipment essential to surviving sudden catastrophes, like prolonged power outages or devastating storms, and examine the merits and legal implications of different self-defense strategies. You’ll learn: How to identify and meaningfully assess risks in your life, then develop strategies for managing them Ways to build up and diversify a robust financial safety net—a key component of nearly all effective preparedness strategies How to adapt your prep plans to a variety of situations, from shelter-in-place scenarios to evacuations by car or on foot Sensible approaches to stockpiling food, water, and other essentials, along with recommendations on what supplies are actually worth having Disasters happen, but they don’t have to dominate your life. Practical Doomsday will help you plan ahead, so you can stop worrying about what tomorrow may bring and start enjoying your life today.

The Neuroscience of Selling

John Asher

Author : John Asher
Publisher : Sourcebooks, Inc.
Page : 69 pages
File Size : 41,9 Mb
Release : 2019-11-01
Category : Business & Economics
ISBN : 9781728225272

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The Neuroscience of Selling by John Asher Pdf

Leverage the power of neuroscience to supercharge your sales success! A must-read for salespeople, business development managers, and business leaders. In The Neuroscience of Selling, acclaimed author John Asher unveils the closely guarded secrets that tap into the very core of human decision-making, empowering you to become a master of the sales process. By blending cutting-edge neuroscience with practical sales strategies, this guide will arm you with the tools you need to forge deep and lasting connections with your buyers, skyrocketing your sales figures to unprecedented heights. You'll discover: Neuroscience-Based Sales Techniques: Learn how to harness the power of the human brain to influence buyer behavior positively. Discover the inner workings of decision-making processes and tailor your sales approach to win over even the toughest prospects. Winning Over Hearts and Minds: Gain a profound understanding of the emotional triggers that drive buyer decisions. Craft compelling narratives that resonate with your audience on a deep, personal level, forging unbreakable connections that lead to increased loyalty and repeat business. The Art of Influence: Master the art of persuasion with cutting-edge neuro-selling techniques. Discover how to navigate objections, build trust, and close deals with confidence, making your competition fade into the background. Sales Strategies that Work: Leave outdated sales techniques behind and embrace a new era of effective selling. Explore practical, proven strategies that will help you surpass your targets and set new sales records. Empowering Your Sales Team: Whether you're a seasoned sales professional or a budding entrepreneur, this book equips you with the knowledge and tools to empower your entire sales team. Unleash their potential and transform them into a force to be reckoned with. In today's fast-paced and fiercely competitive market, understanding the intricacies of human behavior is the key to unlocking unparalleled success in sales. With The Neuroscience of Selling, you hold the ultimate playbook for mastering the art of sales persuasion and fostering genuine connections with buyers. Note: The Introduction and Chapter One to The Neuroscience of Selling are adapted under license by SalesBrain, LLC, © 2002-2019.

Value Merchants

James C. Anderson,Nirmalya Kumar,James A. Narus

Author : James C. Anderson,Nirmalya Kumar,James A. Narus
Publisher : Harvard Business Press
Page : 253 pages
File Size : 52,9 Mb
Release : 2007-11-07
Category : Business & Economics
ISBN : 9781422131077

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Value Merchants by James C. Anderson,Nirmalya Kumar,James A. Narus Pdf

Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? If so, you may be leaving big money on the table. Consider the integrated-circuit supplier representative who lost $500,000 of potential profit on a single transaction, just to "win" a deal that he would have closed anyway at the higher price. Do not make price concessions. Become a value merchant instead. In this authoritative book, James Anderson, Nirmalya Kumar, and James Narus explain how companies in business markets can use customer value management techniques to estimate the value of your market offerings, create value propositions that resonate with your customers, and maximize the return you will get on the superior value that you deliver. Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketers—as well as your customers.

The Essentials of Contract Negotiation

Stefanie Jung,Peter Krebs

Author : Stefanie Jung,Peter Krebs
Publisher : Springer
Page : 242 pages
File Size : 43,5 Mb
Release : 2019-06-14
Category : Law
ISBN : 9783030128661

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The Essentials of Contract Negotiation by Stefanie Jung,Peter Krebs Pdf

This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.

Dealmaking The New Strategy Of Negotiauctions First Edition

Dealmaking: The New Strategy of Negotiauctions (First Edition) by Guhan Subramanian Pdf

Dealmaking: The New Strategy of Negotiauctions (Second Edition) by Guhan Subramanian Pdf

Dealmaking by Guhan Subramanian Pdf

Negotiauctions by Guhan Subramanian Pdf

Negotiation Excellence: Successful Deal Making (2nd Edition) by Benoliel Michael Pdf

Negotiating Life by J. Salacuse Pdf

The Art of Negotiation by Michael Wheeler Pdf

Hidden Truths by David Fubini Pdf

Negotiation Genius by Deepak Malhotra,Max Bazerman Pdf

Real Leaders Negotiate! by Jeswald W. Salacuse Pdf

The Nature of Purchasing by Florian Schupp,Heiko Wöhner Pdf

Practical Doomsday by Michal Zalewski Pdf

The Neuroscience of Selling by John Asher Pdf

Value Merchants by James C. Anderson,Nirmalya Kumar,James A. Narus Pdf

The Essentials of Contract Negotiation by Stefanie Jung,Peter Krebs Pdf

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