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.
Cuprins
1. A Theoretical Framework for Negotiation.- 2. Multilateral Negotiations.- 3. Contextualizing Negotiation in Strategy.- 4. Cooperation in the Automotive Industry Prior to the 2009 Fiat–Chrysler Agreement.- 5. Case Study: The Fiat–Chrysler Negotiation in 2009.- 6. Conclusions.
Despre autor
Andrea Caputo is Reader in the Department of Strategy & Enterprise and member of the UNESCO Chair on Responsible Foresight for Sustainable Development at the University of Lincoln, UK.
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