Strategic Corporate Negotiations: A Framework for Win-Win Agreements

Caputo, Andrea

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.

Details

Published by: Palgrave Pivot

Publication Date: 2019-04-15

Format: Hardcover

ISBN-13: 9783030154783

DOI: 10.1007/978-3-030-15479-0

Dimensions: 210cm x148cm

Pages: 122