ENGLISH

Strategic Corporate Negotiations: A Framework for Win-Win Agreements

By Andrea Caputo

Book information

Publisher
Springer International Publishing; Palgrave Pivot
Year
2019
ISBN
978-3-030-15478-3;978-3-030-15479-0
Language
english
Format
PDF
Filesize
2 MB (1752915 bytes)
Edition
1st ed.
Pages
XV, 122\132
Time added
2019-09-18 12:18:16
Business and Management; Business Strategy/Leaders

Description

Exploring the concept of win-win agreements, this book analyses how they pose an important challenge for entrepreneurs, managers and advisors involved in complex negotiations among firms. Providing an overview and discussion of existing literature, the author further develops a theoretical framework for analysing corporate negotiations, and illustrates how this can be implemented in real-life situations. This book presents an empirical case study from the automotive industry and analyses the negotiation between Fiat Chrysler in 2009, offering practical strategies for those involved in corporate negotiations. Presenting how win-win agreements can improve competitive advantage, this book will be an invaluable read for practitioners and scholars alike. Front Matter ....Pages i-xv A Theoretical Framework for Negotiation (Andrea Caputo)....Pages 1-28 Multilateral Negotiations (Andrea Caputo)....Pages 29-46 Contextualizing Negotiation in Strategy (Andrea Caputo)....Pages 47-63 Cooperation in the Automotive Industry Prior to the 2009 Fiat–Chrysler Agreement (Andrea Caputo)....Pages 65-82 Case Study: The Fiat–Chrysler Negotiation in 2009 (Andrea Caputo)....Pages 83-115 Conclusions (Andrea Caputo)....Pages 117-122

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