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.