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Identifying value-creating opportunities requires probing for the underlying interests of each side, rather than playing the traditional game of positional bargaining.
Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
Competition for the deal must be deployed in a nuanced way—seemingly small process choices can have big substantive implications.
Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
Professor Howard Raiffa’s maximum bid of others (or MBOO, pronounced “maboo”) analysis, which captures the fundamental trade-off in graphical form.
Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
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Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
In it’s heyday, Goldman’s special situations group was the navy SEALs of money making. Today’s guest, Alan Waxman, used to run that group before leaving to build Sixth Street, now a $115b behemoth.
SSG heads were sometimes of the more brainy, nerdy variety. Not Waxman. He is a force of nature and energy who apparently w... See more
Patrick OShaughnessyx.com