Razgaitis R. Dealmaking: Using Real Options and Monte Carlo Analysis

Wiley, 2003. — 308 p.The ideas, principles, and tools contained in this book have emerged from literally thousands of discussions, interactions, and negotiations with friends, colleagues, and business prospects and partners. The context in most cases was creating value from technology by some form of collaborative enterprise. However, the foundational negotiation issue in these encounters was our present, respective representations of a conceived future. (It is we humans who are unique in existence that can conceive, and are even compelled to conceive, of the future.) In this book I seek to create a methodology for negotiation by creating a present representation of possible futures in a way that can characterize risk, capture value, and communicate opportunity. Someone has said that every commitment to pursue a given future “it” hinges on answering three questions:
Is it real?
Is it worth it?
Can we achieve it?This book expresses the belief that there exists methods and tools that can, with judgment, aid in this discovery.