Managing Negotiations: A Casebook

✍ Scribed by Thorsten Reiter

• Publisher: Routledge
• Year: 2021
• Tongue: English
• Leaves: 173
• Edition: 1
• Category: Library

✦ Synopsis

Negotiation Management is a collection of seven global, real-life case studies on prominent negotiations in the realm of international business and politics. The book combines the rigorously researched frameworks of academia with the real-world challenges of negotiations. The cases combine scientific negotiation management practices as well as theories with real world examples that demonstrate how to conduct successful negotiations and which prominent pitfalls to avoid. The topics discussed reach from mergers & acquisitions, collective bargaining, international diplomatic treaties to international free trade agreements. Each case starts with an overview comprising three key objectives and ends with the key learnings as well as reflective questions for class discussion. This casebook can be used as recommended reading on Negotiation and Strategic Management courses at postgraduate, MBA and Executive Education level, and serves as a guide for practitioners responsible for contract management, negotiation and procurement.

✦ Table of Contents

Contents
1 Introduction to the casebook • Thorsten Reiter
2 The acquisition of Whole Foods Inc. by Amazon • Charles-Armand Roger Sollberger Solari, Piotr Wojtaszewski, and Sandra Frei
3 Negotiation of the Iran nuclear deal • Irena Marina, Julien Petat, and Adrian Budac
4 The Air France strikes • Niklas Harder and Adriano Käppeli
5 Walt Disney’s acquisition of 21st Century Fox • Valentin Steinhauser, Georgia Sofia Botsis, and Robin-Resham Singh
6 The Lufthansa strikes • Max-Philip Dirk, Leon Guckelberger, and Patrick Eschler
7 Bayer vs. Monsanto • Luca Franziscus, Julia Reis Coury, and Luca Loris Gerini
8 The Trans-Pacific Partnership agreement • Amanda Wegener and Michele Floridia
9 Closing remarks on the casebook • Thorsten Reiter
Index