Authors:
- Fills a gap in literature on the topic of strategic negotiations
- Develops a detailed and comprehensive framework for strategic corporate negotiations
- Unveils the key steps taken to solve the negotiation in the case of the Fiat-Chrysler agreement
Buy it now
Buying options
Tax calculation will be finalised at checkout
Other ways to access
This is a preview of subscription content, log in via an institution to check for access.
Table of contents (6 chapters)
-
Front Matter
About this book
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.
Authors and Affiliations
-
University of Lincoln, Lincoln, UK
Andrea Caputo
About the author
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.
Bibliographic Information
Book Title: Strategic Corporate Negotiations
Book Subtitle: A Framework for Win-Win Agreements
Authors: Andrea Caputo
DOI: https://doi.org/10.1007/978-3-030-15479-0
Publisher: Palgrave Pivot Cham
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG, part of Springer Nature 2019
Hardcover ISBN: 978-3-030-15478-3Published: 15 April 2019
eBook ISBN: 978-3-030-15479-0Published: 02 April 2019
Edition Number: 1
Number of Pages: XV, 122
Number of Illustrations: 12 b/w illustrations
Topics: Business Strategy/Leadership, Entrepreneurship, Automotive Industry, Corporate Governance