Dealmaking

The New Strategy of Negotiauctions (Second Edition)

By: Guhan Subramanian

Narrated by: David H. Lawrence XVII

“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.

This audiobook includes a downloadable PDF that contains charts and graphs from the book.

Critic reviews

“This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking.” — Robert Mnookin, author of Beyond Winning

Worth listening to

The negotiationauction is a very interesting idea, that one sees every day but doesn't think about it when making a deal.