| Edition |
1st ed. |
| Description |
xviii, 236 p. : ill. ; 25 cm. |
| Bibliography |
Includes bibliographical references and index. |
| Contents |
Preparing to negotiate -- At the table -- When to auction, when to negotiate? -- Choosing the right kind of auction -- Playing the game as process taker -- The limits of existing theory -- An introduction to negotiauctions -- Setup moves -- Rear |
| Summary |
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 |
| Subject |
Negotiation in business.
|
|
Auctions.
|
| ISBN |
9780393069464 (hardcover) |
|
039306946X (hardcover) |
|
