Negotiation? Auction? A Deal Maker’s Guide

By — on / Business Negotiations, Daily

Guhan Subramanian, Joseph Flom Professor of Law and Business, Harvard Law School; Douglas Weaver Professor of Business Law, Harvard Business School; Author of Negotiauctions

When you have something to sell, should you hold an auction or negotiate a collaborative deal that delivers maximum value to both sides? In this article, professor Guhan Subramanian compares the risks and rewards of each process and evaluates the factors to take into account for making the right choice.

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