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. charts

Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace

Business & Money

Subramanian, Guhan

Economics

W.W.Norton&Company

“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

Review\n"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\n"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\n"Insightful and detailed…adds depth and sophistication to the analysis of negotiations." 
― David Lax, Negotiation Journal\n"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\n"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\nBased 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.

Management & Leadership

Deals: The Economic Structure of Business Transactions

Klausner, Michael

Harvard University Press

This reference will help students and non-specialist lawyers understand the basic principles of law that affect the way business is conducted in the US. Although the book's approach is informed by basic principles of economics, readers do not need formal training or understanding of economics. Allen (law and business, New York University) first deals with fundamentals of organizational law in a business setting, covering agency law, partnership and corporate forms and their variants, and basic concepts of valuation. The rest of the book addresses the legal regulation of a variety of actions, decisions, and transactions that involve the modern public corporation. These chapters cover the voting system, the duty of care, and particular classes of corporate actions and related shareholder transactions that are subject to more specialized regulation by corporate law. Cross-references and extensive text notes are included. This second edition covers developments in corporate law since 2003, and provides citations to the literature on corporate law issues. New sidebars offer real-life illustrations of topics. Annotation ©2007 Book News, Inc., Portland, OR (booknews.com)

Commentaries and Cases on the Law of Business Organization

Allen, William T.

Kraakman, Reinier H.

Business

ASPEN PUB.

TRUSTED SELLER. NEW. 5 STAR RATING.Trade paperback, Aspen Publishers 2007 English 2007-2008 ed. 585 pages ISBN: 0735564329 ISBN-13: 9780735564329 Making the economic concepts that underlie corporate law doctrine understandable and accessible to students takes exceptional teaching and writing skills--such as those possessed by William T. Allen and Reinier Kraakman. In Commentary and Cases on The Law of Business Organization, this outstanding author team brings clarity and insight to the course, using economic analysis as a tool for understanding business structures and transactions.

Commentaries And Cases On The Law Of Business Organization: 2007-2008 Statutory Supplement

From the authors of Commentaries and Cases on the Law of Business Organization, this comprehensive yet concise Statutory Supplement provides relevant excerpts from state and federal statutes, SEC rules and regulations, restatements and model codes, and comparable provisions from non-U.S. jurisdictions. An indispensable reference, the 2009–2010 Statutory Supplement will complement any casebook for Corporations or Business Organizations. Including timely developments and all of the essential sources: <ul>
<li> The Restatement (Second) of Agency </li> <li> The Restatement (Third) of Agency </li> <li> The Restatement (Second) of Trusts </li> <li> The Uniform Partnership Acts </li> <li> The Delaware Revised Uniform Limited Partnership Act </li> <li> The Delaware Limited Liability Company Act </li> <li> Delaware General Corporation Law </li> <li> The Model Business Corporation Act </li> <li> The New York Business Corporation Act </li> <li> The Indiana Code: Standard of Conduct for Directors </li> <li> The ALI’s Principles of Corporate Governance </li> <li> The Federal Rules of Civil Procedure </li> <li> The Uniform Fraudulent Transfer Act </li> <li> The Securities Exchange Act </li> <li> Regulation FD </li> <li> Regulation S-K </li> <li> The Sarbanes-Oxley Act </li> <li> The NYSE Listed Company Manual </li> <li> The Hart-Scott-Rodino Antitrust Improvement Act </li> <li> Directive 2004/25/EC of the European Parliament and of the Council on Takeover Bids </li> <li> Emergency Economic Stabilization Act of 2008 </li> <li> American Recovery and Reinvestment Act of 2009 </li> </ul>

Commentaries and Cases on the Law of Business Organization: 2009-2010 Statutory Supplement

Kraakman, Reinier

Aspen Law & Business

Updated throughout, the Third Edition of Commentaries and Cases on the Law of Business Organization continues to provide a refreshingly accessible economic analysis perspective. The distinguished team of authors introduces and explains economic concepts in a way that makes this sophisticated book clear and engaging for students. This highly accessible casebook features: <ul>
<li> Extraordinary authorship;Allen, former Chancellor of the Delaware Court of Chancery, adds a unique real-world perspective to the book </li> <li> Logical and flexible organization: <ul>
<li> Chapters 1-5 cover the fundamentals of organizational law in a business setting </li> <li> Chapters 6-14 address the legal regulation of a variety of actions, decisions, and transactions that involve or concern the modern public corporation </li> <li> Chapters can be taught out of order to accommodate alternative teaching approaches </li> </ul>
</li> <li> Introductions and transitional text, clearly and concisely written, that provide context and perspective </li> <li> Rich commentary in the form of explanatory notes that facilitate teaching and understanding </li> <li> Intelligent case editing and selection, including both classic and important recent cases </li> <li> An economic analysis perspective presented accessibly through clear and consistent explanatory text, including: <ul>
<li> A useful analytic tool for evaluating business models </li> <li> A coherent theme for the course </li> </ul>
</li> <li> Examples, hypotheticals, and diagrams that illustrate conceptual and theoretical models </li> <li> Flexibility for use in Business Organization courses with the focus on corporate law </li> <li> A complete teaching package, including: <ul>
<li> A Teacher's Manual with detailed guidance for structuring the course, case analyses, and answers to questions raised in the book </li> <li> Additional PowerPoint slides that provide case summaries and raise cutting-edge and fun points </li> </ul>
</li> </ul>
 Thoroughly updated, the Third Edition: <ul>
<li> Includes excerpts from important recent cases such as CA , Inc. v. AFSCME, In re Citigroup, Ryan v. Lyondell, and Stone v. Ritter </li> <li> Provides commentary on other recent developments, such as "Say on Pay" legislation pending in the U.S. Congress, the executive compensation restrictions in the Emergency Economic Stabilization Act of 2008 and the American Recovery and Reinvestment Act of 2009, and takeover defense practices </li> <li> Provides additional contextual background for certain cases to help students better understand the court's reasoning, including new Sidebars: "The Fall of the House of Pritchard" and "The Dodge Brothers and Henry Ford" </li> <li> Continues to provide additional questions, connections to the empirical literature, and cross-country comparisons </li> </ul>

Extraordinary authorship adds a unique real-world perspective to Commentaries and Cases on the Law of Business Organization; William T. Allen is former Chancellor of the Delaware Court of Chancery. Logical and flexible organization allows for chapters to be taught in any order to accommodate alternative teaching approaches. Chapters One through Four cover the fundamentals of organizational law in a business setting. Chapters Five through Thirteen address the legal regulation of a variety of actions, decisions, and transactions that involve or concern the modern public corporation. Introductions and transitional text, clearly and concisely written, provide context and perspective. Rich commentary in the form of explanatory notes facilitates teaching and understanding. Careful case selection and editing presents both classic and important recent cases. An economic-analysis perspective is made accessible through clear and consistent explanatory text. Examples, hypos, and diagrams illustrate conceptual and theoretical models. The text can easily be used in a Business Organization course with a focus on corporate law.
 The Fourth Edition is completely updated throughout. It now includes excerpts from important recent cases such as Air Products v. Airgas and In re CNX Gas and provides commentary on current developments, such as "Say on Pay" proxy access, and the Dodd-Frank Act of 2010. A new chapter on executive compensation appears. The Fourth Edition provides additional contextual background for certain cases to help students better understand the court's reasoning. The text continues to provide additional questions, connections to the empirical literature, and cross-country comparisons.
 Hallmark features of Commentaries and Cases on the Law of Business Organization:
<ul>
<li>
Extraordinary authorship<ul>
<li> Allen, former Chancellor of the Delaware Court of Chancery</li>
<li>lends unique real-world perspective</li>
</ul>
</li>
<li>Logical and flexible organization<ul>
<li> chapters 1-4 cover fundamentals of organizational law in a business setting </li>
<li>chapters 5-13 address legal regulation of a variety of actions, decisions, and transactions that concern the modern public corporation. </li>
<li>chapters can be taught in any order </li>
<li>accommodates alternative teaching approaches</li>
</ul>
</li>
<li>Clear, concise introductions and transitional text<ul><li>provide context and perspective </li></ul>
</li>
<li>
Rich commentary<ul>
<li>comes in the form of explanatory notes </li>
<li>facilitates teaching and understanding</li>
</ul>
</li>
<li>
 Intelligent case selection and editing<ul><li>presents classic and important recent cases</li></ul>
</li>
<li>
Economic-analysis perspective <ul><li>presented accessibly through clear and consistent explanatory text </li></ul>
</li>
<li>
Examples, hypos, and diagrams illustrate conceptual and theoretical models </li>
<li>Can be used in a Business Organization course with a focus on corporate law</li>
</ul>

Commentaries and Cases on the Law of Business Organization (Aspen Casebook Series)

Wolters Kluwer/Law & Business

Updated throughout, the Third Edition of Commentaries and Cases on the Law of Business Organization continues to provide a refreshingly accessible economic analysis perspective. The distinguished team of authors introduces and explains economic concepts in a way that makes this sophisticated book clear and engaging for students. 
 This highly accessible casebook features: Extraordinary authorship--Allen, former Chancellor of the Delaware Court of Chancery, adds a unique real-world perspective to the book Logical and flexible organization: Chapters 1-5 cover the fundamentals of organizational law in a business setting Chapters 6-14 address the legal regulation of a variety of actions, decisions, and transactions that involve or concern the modern public corporation Chapters can be taught out of order to accommodate alternative teaching approaches Introductions and transitional text, clearly and concisely written, that provide context and perspective Rich commentary in the form of explanatory notes that facilitate teaching and understanding Intelligent case editing and selection, including both classic and important recent cases An economic-analysis perspective presented accessibly through clear and consistent explanatory text, including: A useful analytic tool for evaluating business models A coherent theme for the course Examples, hypotheticals, and diagrams that illustrate conceptual and theoretical models Flexibility for use in Business Organization courses with the focus on corporate law A complete teaching package, including: A Teacher's Manual with detailed guidance for structuring the course, case analyses, and answers to questions raised in the book Additional PowerPoint slides that provide case summaries and raise cutting-edge and fun points 
 Thoroughly updated, the Third Edition: Includes excerpts from important recent cases such as "CA, Inc. v. AFSCME, In re Citigroup, Ryan v. Lyondell, " and "Stone v. Ritter" Provides commentary on other recent developments, such as "Say on Pay" legislation pending in the U.S. Congress, the executive compensation restrictions in the Emergency Economic Stabilization Act of 2008 and the American Recovery and Reinvestment Act of 2009, and takeover defense practices Provides additional contextual background for certain cases to help students better understand the court's reasoning, including new Sidebars: "The Fall of the House of Pritchard" and "The Dodge Brothers and Henry Ford" Continues to provide additional questions, connections to the empirical literature, and cross-country comparisons

Commentaries and Cases on the Law of Business Organization: 2012-2013 Statutory

See the best price to sell, buy, or rent books by Subramanian, Guhan. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Subramanian, Guhan

See the best price to sell, buy, or rent books by Subramanian, Guhan. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace

Dealmaking: The New Strategy of Negotiauctions

Dealmaking: The New Strategy of Negotiauctions

Deals: The Economic Structure of Business Transactions

Commentaries and Cases on the Law of Business Organization

Commentaries And Cases On The Law Of Business Organization: 2007-2008 Statutory Supplement

Commentaries and Cases on the Law of Business Organization: 2009-2010 Statutory Supplement

Commentaries and Cases on the Law of Business Organization

Commentaries and Cases on the Law of Business Organization (Aspen Casebook Series)

Commentaries and Cases on the Law of Business Organization: 2012-2013 Statutory