Dealmaking: Using Real Options and Monte Carlo Analysis

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John Wiley & Sons, 2004 M04 16 - 312 pages
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Applying practical tools to the volatile process of negotiating
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&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.
Richard Razgaitis (Bloomsbury, NJ) is a Managing Director at InteCap, Inc. He has over twenty-five years of experience working with the development, commercialization, and strategic management of technology, seventeen of which have been spent in the commercialization of intellectual property.
 

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User Review  - PointedPundit - LibraryThing

A Results-Based Approach While preparing for a negotiation the objective is to identify risks and rewards. The point of the negotiation is to capture value while finding terms value-enhancing to all ... Read full review

Contents

CHAPTER 1 Introduction
1
CHAPTER 2 Negotiation People Language and Frameworks
15
CHAPTER 3 The Box and the Wheelbarrow What Am I Selling or Buying?
31
CHAPTER 4 Discounted Cash Flow Analysis and Introduction to Monte Carlo Modeling
45
CHAPTER 5 Monte Carlo Method
77
CHAPTER 6 Introduction to Real Options
147
CHAPTER 7 Real Options Applied to Dealmaking
175
CHAPTER 8 Knowledge and Unertainty
219
CHAPTER 9 Deal Pricing
233
CHAPTER 10 Negotiation Perspectives and Dynamics
243
CHAPTER 11 Plan B
255
CHAPTER 12 Conclusion
273
Bibliography
281
Index
283
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Page 12 - COMPROMISE, n. Such an adjustment of conflicting interests as gives each adversary the satisfaction of thinking he has got what he ought not to have, and is deprived of nothing except what was justly his due.

About the author (2004)

RICHARD RAZGAITIS is a managing director at InteCap, Inc. A recognized leader in the field of licensing and valuation, he has over twenty-five years of experience working with the development, commercialization, and strategic management of technology, seventeen of which have involved the commercialization of intellectual property.

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