Dealmaking: The New Strategy of Negotiauctions and over one million other books are available for Amazon Kindle. Learn more
Qty:1
  • List Price: $26.95
  • Save: $4.26 (16%)
FREE Shipping on orders over $35.
Only 8 left in stock (more on the way).
Ships from and sold by Amazon.com.
Gift-wrap available.
Negotiauctions: New Dealm... has been added to your Cart
Condition: Used: Good
Comment: Ships direct from Amazon! Qualifies for Prime Shipping and FREE standard shipping for orders over $25. Overnight and 2 day shipping available!
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 3 images

Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace Hardcover – February 1, 2010


See all 4 formats and editions Hide other formats and editions
Amazon Price New from Used from
Kindle
"Please retry"
Hardcover, February 1, 2010
$22.69
$2.34 $0.01

Best Books of the Year
See the Best Books of 2014
Looking for something great to read? Browse our editors' picks for 2014's Best Books of the Year in fiction, nonfiction, mysteries, children's books, and much more.
$22.69 FREE Shipping on orders over $35. Only 8 left in stock (more on the way). Ships from and sold by Amazon.com. Gift-wrap available.

Frequently Bought Together

Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace + 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Price for both: $44.09

One of these items ships sooner than the other.

Buy the selected items together


Editorial Reviews

Review

“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) --This text refers to the Paperback edition.

About the Author

Guhan Subramanian, the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School, is the first person in the history of Harvard to hold tenured appointments at both schools. He lives in Newton, Massachusetts.
NO_CONTENT_IN_FEATURE

Best Books of the Month
Best Books of the Month
Want to know our Editors' picks for the best books of the month? Browse Best Books of the Month, featuring our favorite new books in more than a dozen categories.

Product Details

  • Hardcover: 256 pages
  • Publisher: W. W. Norton & Company (February 1, 2010)
  • Language: English
  • ISBN-10: 039306946X
  • ISBN-13: 978-0393069464
  • Product Dimensions: 0.6 x 0.1 x 1 inches
  • Shipping Weight: 15.5 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (6 customer reviews)
  • Amazon Best Sellers Rank: #1,334,541 in Books (See Top 100 in Books)

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

4.7 out of 5 stars
5 star
83%
4 star
0%
3 star
17%
2 star
0%
1 star
0%
See all 6 customer reviews
Share your thoughts with other customers

Most Helpful Customer Reviews

4 of 5 people found the following review helpful By Loyd E. Eskildson HALL OF FAME on May 15, 2010
Format: Hardcover
"Negotiauctions" is essential reading for anyone considering the sale of valuable assets. Subramanian begins by pointing out that assets most often change hands neither through pure negotiation or pure auction, but through mechanisms the combine elements of both. He identifies three strategies readers can use in complex deal-making strategies. The book also examines case studies involving buying a house, the rights to TV show 'Frasier,' and selling 'toxic' assets into the government's bailout fund.

BATNA (best alternative to a negotiated agreement, or What do you do if you don't reach a deal?) for NBC in the Frasier case probably meant a bidding war to replace 'Frasier.' Each participant needs to estimate that for all participants. They also need to determine their 'reservation value' - the lowest amount they would accept as seller or pay as buyer. When negotiating, suggests making a first offer as high/low as one can "tell a story around." Those on the receiving end of a first offer should strongly consider the 'mid-point rule' in shaping their counteroffer. A win-win move is to introduce 'contingent contracts' to align the incentives of both parties (eg. ratings-based increases/decreases) that also permit diagnosing the other sides' honesty.

"When to Auction" is a fairly mundane chapter.

"Negotiauctions" also covers creating illusions via sealed bids with comments such as "You're the low bidder" (when there's only one bidder), leaving pizza boxes from supposedly prior due diligence efforts, artificially limiting slots for due diligence, survivor rounds, etc.

Subramanian suggests sealed bids instead of open outcry, except in the presence of 'affiliated signals' (eg. the opportunity to learn a competitor is willing to bid high).
Read more ›
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By J. R. Ribes on September 21, 2011
Format: Hardcover
This book changed the way I approach any negotiation or auction. In fact, most almost all the auctions I have been through were negotiauctions. If I had had the chance to read this book 10 years ago, life would be different...

The book is very well organised.
The first part was extremely useful to review the basic concepts of (pure-)auctions and (pure-)negotiations. Even if we all think we know the basics, let's assume it, it's great when you can review them with one of the masters.

The second part was a real eye-opener to realise through how many negotiauctions I had been through without knowing it. Well, thinking they were pure-auctions.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
2 of 3 people found the following review helpful By Douglas Stone on February 24, 2010
Format: Hardcover Verified Purchase
For anyone who likes Freakonomics-style books, this is great. The writing is clear and the topic compelling. If you have any interest in deal-making, markets, negotiation, auctions, or are just a smart, curious person who wants to learn a little more about how things are bought and sold, this is a nearly-perfect book. You won't look at ebay, or buying a new car, the same again.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Set up an Amazon Giveaway

Amazon Giveaway allows you to run promotional giveaways in order to create buzz, reward your audience, and attract new followers and customers. Learn more
Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace
This item: Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace
Price: $26.95 $22.69
Ships from and sold by Amazon.com