Daily Archives: September 5, 2013

BOOK REVIEW: “Dealmaking: The New Strategy of Negotiauctions” by Guhan Subramanian (2010)

GlobalEd

featured image.jpgI confess that when I picked up the book for the first time I was a bit surprised. “Negotiauctions”? A book from Harvard with a spelling mistake on the front cover? Not at all. The word is just a collocation derived from ‘negotiation’ and ´auction´. The basic premise of this book is that in a interaction between the buyer and the seller you either have a one to one discussion, a negotiation, or an open market situation where the highest bidder wins, an auction. Guhan Subramanian takes this even further demonstrating how in real life we often move quite easily from transaction mode to another.

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