Strategic Corporate Negotiations: A Framework for Win-Win Agreements

✍ Scribed by Andrea Caputo

Publisher: Springer International Publishing; Palgrave Pivot
Year: 2019
Tongue: English
Leaves: 132
Edition: 1st ed.
Category: Library

No coin nor oath required. For personal study only.

✦ Synopsis

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.

✦ Table of Contents

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

✦ Subjects

Business and Management; Business Strategy/Leadership; Entrepreneurship; Automotive Industry; Corporate Governance

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