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OverviewExploring 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. Full Product DetailsAuthor: Andrea CaputoPublisher: Springer Nature Switzerland AG Imprint: Springer Nature Switzerland AG Edition: 1st ed. 2019 Weight: 0.454kg ISBN: 9783030154783ISBN 10: 3030154785 Pages: 122 Publication Date: 15 April 2019 Audience: Professional and scholarly , Professional & Vocational Format: Hardback Publisher's Status: Active Availability: Manufactured on demand  We will order this item for you from a manufactured on demand supplier. Table of Contents1. 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.ReviewsAuthor InformationAndrea 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. Tab Content 6Author Website:Countries AvailableAll regions |
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