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Dealmaking: The New Strategy of Negotiauctions ReviewA good deal is when both parties feel OK about the deal. A great deal is when one party feels they got the best deal. Professor Subramanian provides detailed insights into three primary dealmaking situations. The preferred one is called "negotiauctions". This book challenged me. I have always have been in deals involving customers, sales, product teams, and more recently, K-12 grade learners.The book is heavy with theory, jargon (ZOPA), and sometimes just too much detail. In fairness, it had some great "real" behind the scene case studies concerning the Fraiser TV show with NBC and Paramount; the baseball deal with A-Rod (Alex Rodriquez) and the Texas Rangers; Pittsburgh Steelers sale of their football franchise in 2008; and the U.S government's involvement with TARP funds for the toxic assets of the Sachs bank.
This book was not fun reading but I did learn. It was a good value (about $12 on Amazon) compared to taking a course at Harvard by the professor. If you want to improve your dealmaking on a car or a house (on the average, realtors take longer to sell their houses than their clients do study), then just read Chapter 10 and learn about a great concept called shut-down moves. Dealmaking is more complex in the 21 century and this book proves it. I would recommend this book to professional sales people or buyers but not for the average professional as it may be too over the top.
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