Category Archives: Negotiation

BOOK REVIEW: “The Art of the Sale” by Philip Delves Broughton (2013)

Cover picPhilip Delves Broughton made quite a name for himself by writing a book, which was highly critical of Harvard Business School and the MBA system in general.  During his time at HBS, he was surprised that sales was not part of the curriculum.  He expected it to be very present in MBA programs and yet found that, in general, they looked down upon such mercantile procedures. 

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Filed under Book Review, Business, Business Schools, Higher Education, MBA, Negotiation, Psychology, Strategy, USA

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

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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Filed under Book Review, Business, Entrepreneurship, Negotiation, Strategy