A genre-defining book on dealmaking and negotiating at the highest levels of business

Deal-making defines our world - not the flashy, bullying kind, but the informed negotiation and smart compromise that happens behind the scenes between businesses, governments and individuals worldwide. Understanding how deals really work, and learning the skills of the best dealmakers, is essential for any ambitious leader.

Drawing on decades of experience at Goldman Sachs, Fiat and Prada, Paolo Zannoni recounts nine landmark deals spanning the US, Russia, Europe and China. Some made global headlines, from diamond deals in post-Soviet Russia to energy battles in Europe; others shaped the fortunes of iconic brands such as Prada and Ferrari. Readers meet the powerful personalities behind these negotiations, including Miuccia Prada, Henry Kissinger, Igor Sechin and David Rockefeller, alongside the dealmakers who brought them together. Zannoni distils clear lessons from each case, explaining the mechanics of mergers, share pricing and the economic theories that underpin successful deals.

Real deals, real people, real drama - an indispensable guide to deal-making today.

Paolo Zannoni has spent decades making deals at the highest levels of business and finance. Currently Vice Chairman at Prada Holding Spa, having spent two decades as a partner at Goldman Sachs, he was formerly president of FIAT USA, chairman of the board of Prysmian S.p.A., Autogrill S.p.A. and Dolce & Gabbana Holding, and a fellow at the Yale Centre for International Finance. He is the author of Money And Promises, chosen by Martin Wolf (Financial Times) as one of the best business books of 2024.