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.

Strategic Corporate Negotiations: A framework for Win-Win agreements / Caputo, Andrea. - (2019), pp. 1-137. [10.1007/978-3-030-15479-0]

Strategic Corporate Negotiations: A framework for Win-Win agreements

Caputo, Andrea
2019

Abstract

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.
Cham, CH
Palgrave Macmillan
978-3-030-15479-0
978-3-030-15478-3
Caputo, Andrea
Strategic Corporate Negotiations: A framework for Win-Win agreements / Caputo, Andrea. - (2019), pp. 1-137. [10.1007/978-3-030-15479-0]
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Utilizza questo identificativo per citare o creare un link a questo documento: http://hdl.handle.net/11572/264664
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