{"product_id":"dealmaking-9780471250487","title":"Dealmaking","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eApplying practical tools to the volatile process of negotiating\u003cbr\u003e Prognosticators apply Monte Carlo Analysis (MCA) to determine the likelihood and significance of a complete range of future outcomes; Real Options Analysis (ROA) can then be employed to develop pricing structures, or options, for such outcomes. Richard Razgaitis'' Dealmaking shows readers how to apply these powerful valuation tools to a variety of business processes, such as pricing, negotiating, or living with a deal, be it a technology license, and R\u0026amp;D partnership, or an outright sales agreement. Dealmaking distinguishes itself from other negotiating guides not only by treating negotiations as an increasingly common situation, but also by presenting a tool-based approach that creates flexible, practical valuation models. This forward-thinking guide includes a variety of checklists, case studies, and a CD-ROM with the appropriate software.\u003cbr\u003e Richard Razgaitis (Bloomsbury, NJ) is a Managing Director at InteCap, I\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eCHAPTER 1: Introduction.\u003c\/b\u003e  \u003cp\u003eWhy Another Negotiating Book?\u003c\/p\u003e \u003cp\u003eiDealmaking™.\u003c\/p\u003e \u003cp\u003eHigh Significance, High Ambiguity Contexts.\u003c\/p\u003e \u003cp\u003eThe “So What?” Question.\u003c\/p\u003e \u003cp\u003eValuation, Pricing, and Negotiation.\u003c\/p\u003e \u003cp\u003eTangible and Intangible Content\/Value and the New Economy.\u003c\/p\u003e \u003cp\u003eThe iDealmaking Process.\u003c\/p\u003e \u003cp\u003eOrganization of the Book.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2: Negotiation People, Language, and Frameworks.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiation People.\u003c\/p\u003e \u003cp\u003eA Quest.\u003c\/p\u003e \u003cp\u003eThe Nut, the Number, the Bogie, and the Toe Tag.\u003c\/p\u003e \u003cp\u003eQuantification, Rationality, and Hyperrationality.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3: The Box and the Wheelbarrow: What Am I Selling (or Buying)?\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Box.\u003c\/p\u003e \u003cp\u003eThe Wheelbarrow.\u003c\/p\u003e \u003cp\u003eiDealmaking’s Spine.\u003c\/p\u003e \u003cp\u003eThe Term Sheet.\u003c\/p\u003e \u003cp\u003eMethods and Tools.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4: Discounted Cash Flow Analysis and Introduction to Monte Carlo Modeling.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDiscounted Cash Flow Analysis.\u003c\/p\u003e \u003cp\u003eScenario (DCF) Analysis.\u003c\/p\u003e \u003cp\u003eMonte Carlo Method: An Introduction.\u003c\/p\u003e \u003cp\u003eClosure and Application to Negotiation.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5: Monte Carlo Method.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Model Cash Flow Template.\u003c\/p\u003e \u003cp\u003eIncome and Cash Flow Statements: 3M Example.\u003c\/p\u003e \u003cp\u003eMonte Carlo Assumption Tools.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eUniform Distribution: Highest Uncertainty Between Certain Bounds.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eTriangular Distribution.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Normal Distribution.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eOther Distribution Functions.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eMonte Carlo Model of the DCF Template.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCombined CAGR and Cost Ratio Uncertainty Distributions.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCorrelating Assumptions.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eAdditional Assumption Distributions.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eTwentieth (and Other) Percentile Valuations.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eComparison of Monte Carlo Results with DCF (RAHR) Method.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eScenario Modeling in Monte Carlo.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eMonte Carlo Tools for Determining Variable Significance.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eFinal Points on the Monte Carlo Model.\u003c\/p\u003e \u003cp\u003eAppendix 5A: Crystal Ball Report Corresponding to the Results Presented in Exhibit 5.15 for a Uniform Cost Distribution Assumption.\u003c\/p\u003e \u003cp\u003eAppendix 5B: Crystal Ball Report Corresponding to the Results Presented in Exhibit 5.16 for a Double-Humped Cost Distribution Assumption.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6: Introduction to Real Options.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePerspective 1: Discounted Cash Flow (DCF) View of the Six-Scenario Opportunity.\u003c\/p\u003e \u003cp\u003ePerspective 2: Real Option View of the Six-Scenario Opportunity.\u003c\/p\u003e \u003cp\u003ePerspective 3: A Model for a Buyer’s Counteroffer.\u003c\/p\u003e \u003cp\u003eBlack-Scholes Equation for Option Pricing.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Black-Scholes Equation Applied to an Option to a Share of Yahoo!\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhat Do Equations Represent? “What Is Truth?”.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eUsing Black-Scholes for an Opportunity Valuation .\u003c\/p\u003e \u003cp\u003eSummary of Real Option Realities versus Black-Scholes.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7: Real Options Applied to Dealmaking.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBeyond Black-Scholes.\u003c\/p\u003e \u003cp\u003eEmergence of Real Options Analysis.\u003c\/p\u003e \u003cp\u003eIntroducing the Binomial Lattice for Real Options.\u003c\/p\u003e \u003cp\u003eCalculating Option Values from Binomial Matrices.\u003c\/p\u003e \u003cp\u003eCalculating Option Values Using Decisioneering’s Real Options Analysis Toolkit.\u003c\/p\u003e \u003cp\u003eUsing Real Options Analysis Toolkit Software in Dealmaking.\u003c\/p\u003e \u003cp\u003eCalculating (or Estimating) Option Volatility.\u003c\/p\u003e \u003cp\u003eCalculating the Option Value of Options on Options.\u003c\/p\u003e \u003cp\u003eConclusions and Observations.\u003c\/p\u003e \u003cp\u003eAppendix 7A: Real Options Equations.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8: Knowledge and Unertainty.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFuture Knowledge.\u003c\/p\u003e \u003cp\u003eDealing with Uncertainty.\u003c\/p\u003e \u003cp\u003eStandards.\u003c\/p\u003e \u003cp\u003eWhat About Truth?\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9: Deal Pricing.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSimple Pricing.\u003c\/p\u003e \u003cp\u003eBox Pricing.\u003c\/p\u003e \u003cp\u003eWheelbarrow Pricing.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eTotal Cash Payment.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCash When.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCash Maybe.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCash As.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCash Substitutes.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eTerm Sheets.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10: Negotiation Perspectives and Dynamics.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiation Perspectives.\u003c\/p\u003e \u003cp\u003eNegotiating Sequencing.\u003c\/p\u003e \u003cp\u003eIssue Explosion.\u003c\/p\u003e \u003cp\u003eNegotiating Values.\u003c\/p\u003e \u003cp\u003eDeal\/Agreement Complexity.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11: Plan B.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAuctions and Betrothals.\u003c\/p\u003e \u003cp\u003ePlan B Analysis and Tools.\u003c\/p\u003e \u003cp\u003ePlan B Implementation.\u003c\/p\u003e \u003cp\u003ePlan B Caution.\u003c\/p\u003e \u003cp\u003ePlan B from the Buyer’s Perspective.\u003c\/p\u003e \u003cp\u003ePlan B and Life.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 12: Conclusion.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn Theory, In Practice.\u003c\/p\u003e \u003cp\u003eValue Creation by Dealmaking.\u003c\/p\u003e \u003cp\u003eA Final (True) Story.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eBibliography.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIndex.\u003c\/b\u003e\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402538295639,"sku":"9780471250487","price":35.62,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471250487.jpg?v=1730480711","url":"https:\/\/bookcurl.com\/products\/dealmaking-9780471250487","provider":"Book Curl","version":"1.0","type":"link"}