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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)
Internal prediction market
Tyler Cowen • Why don't more businesses use prediction markets? - Marginal REVOLUTION
Nobel Prize in economics.
Sunil Gupta • Driving Digital Strategy: A Guide to Reimagining Your Business
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)
Management Science 51, no. 10 (2005): 1494.
Sunil Gupta • Driving Digital Strategy: A Guide to Reimagining Your Business
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Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
‘market design,’ recognizes that well-functioning markets depend on detailed rules.”30