Dealmaking The New Strategy Of Negotiauctions Second Edition

Author : Guhan Subramanian
Publisher : W. W. Norton & Company
Page : 280 pages
File Size : 54,7 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.

Author : Guhan Subramanian
Publisher : National Geographic Books
Page : 0 pages
File Size : 42,5 Mb
Release : 2020-08-04
Category : Business & Economics
ISBN : 9780393358391

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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.

Author : Guhan Subramanian
Publisher : W. W. Norton & Company
Page : 256 pages
File Size : 48,6 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.

Author : Guhan Subramanian
Publisher : National Geographic Books
Page : 0 pages
File Size : 41,6 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.

Author : David Fubini
Publisher : John Wiley & Sons
Page : 246 pages
File Size : 48,9 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.

Author : Michael Wheeler
Publisher : Simon and Schuster
Page : 320 pages
File Size : 52,9 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.

Author : J. Salacuse
Publisher : Springer
Page : 232 pages
File Size : 41,7 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.

Author : Investment Casting Institute
Publisher : Unknown
Page : 312 pages
File Size : 51,5 Mb
Release : 1979
Category : Technology & Engineering
ISBN : UOM:39015043401515

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Investment Casting Handbook by Investment Casting Institute Pdf

Author : Neville Isdell,David Beasley
Publisher : Macmillan + ORM
Page : 271 pages
File Size : 40,7 Mb
Release : 2011-10-25
Category : Business & Economics
ISBN : 9781429988896

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Inside Coca-Cola by Neville Isdell,David Beasley Pdf

The first book by a Coca-Cola CEO tells the remarkable story of the company's revival Neville Isdell was a key player at Coca-Cola for more than 30 years, retiring in 2009 as CEO after regilding the tarnished brand image of the world's leading soft-drink company. This first book by a Coca-Cola CEO tells an extraordinary personal and professional world-wide story, ranging from Northern Ireland to South Africa to Australia, the Philippines, Russia, Germany, India, South Africa and Turkey. Isdell helped put out huge public relations fires (India and Turkey), opened markets(Russia, Eastern Europe, Philippines and Africa), championed Muhtar Kent, the current Turkish-American CEO, all while living the ideal of corporate responsibility. Isdell's, and Coke's, story is newsy without being gossipy; principled without being preachy. Inside Coca-Cola is filled with stories and lessons appealing to anybody who has ever taken "the pause that refreshes." It's also a readable and important look at how companies can market and govern themselves more-ethically and to great success.

Author : Robert B. Tucker
Publisher : ReadHowYouWant.com
Page : 466 pages
File Size : 45,5 Mb
Release : 2008
Category : Electronic books
ISBN : 9781442963641

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Driving Growth Through Innovation by Robert B. Tucker Pdf

Author : Florian Schupp,Heiko Wöhner
Publisher : Springer Nature
Page : 326 pages
File Size : 48,7 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.

Author : Michal Zalewski
Publisher : No Starch Press
Page : 266 pages
File Size : 42,6 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.

Author : Jeswald W. Salacuse
Publisher : Springer
Page : 235 pages
File Size : 41,8 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.

Author : Patrick M. Lencioni
Publisher : John Wiley & Sons
Page : 245 pages
File Size : 43,6 Mb
Release : 2010-02-02
Category : Business & Economics
ISBN : 9780787976392

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Getting Naked by Patrick M. Lencioni Pdf

Another extraordinary business fable from the New York Times bestselling author Patrick Lencioni Written in the same dynamic style as his previous bestsellers including The Five Dysfunctions of a Team, Lencioni illustrates the principles of inspiring client loyalty through a fascinating business fable. He explains the theory of vulnerability in depth and presents concrete steps for putting it to work in any organization. The story follows a small consulting firm, Lighthouse Partners, which often beats out big-name competitors for top clients. One such competitor buys out Lighthouse and learns important lessons about what it means to provide value to its clients. Offers a key resource for gaining competitive advantage in tough times Shows why the quality of vulnerability is so important in business Includes ideas for inspiring customer and client loyalty Written by the highly successful consultant and business writer Patrick Lencioni This new book in the popular Lencioni series shows what it takes to gain a real and lasting competitive edge.

Author : Benoliel Michael
Publisher : World Scientific
Page : 536 pages
File Size : 55,7 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.