Strategic Corporate Negotiations

A Framework for Win-Win Agreements
1. Auflage 2019
ISBN: 978-3-030-15478-3
Verlag: Springer International Publishing

Buch, Englisch, 122 Seiten, Format (B × H): 153 mm x 216 mm, Gewicht: 303 g

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.

Zielgruppe

Research

Autoren/Hrsg.

Caputo, Andrea

Fachgebiete

• Wirtschaftswissenschaften Wirtschaftssektoren & Branchen Fertigungsindustrie Automobilindustrie
• Wirtschaftswissenschaften Betriebswirtschaft Management Unternehmensführung
• Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen
• Wirtschaftswissenschaften Betriebswirtschaft Management Strategisches Management

Inhaltsverzeichnis

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.

Über Autor(innen)

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.