Strategic Corporate Negotiations

A Framework for Win-Win Agreements

Authors: Caputo, Andrea

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  • 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
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  • ISBN 978-3-030-15479-0
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Hardcover $59.99
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  • ISBN 978-3-030-15478-3
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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.

About the authors

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. 

Table of contents (6 chapters)

Table of contents (6 chapters)

Buy this book

eBook $44.99
price for USA (gross)
  • ISBN 978-3-030-15479-0
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $59.99
price for USA
  • ISBN 978-3-030-15478-3
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.

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Bibliographic Information

Bibliographic Information
Book Title
Strategic Corporate Negotiations
Book Subtitle
A Framework for Win-Win Agreements
Authors
Copyright
2019
Publisher
Palgrave Pivot
Copyright Holder
The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG, part of Springer Nature
eBook ISBN
978-3-030-15479-0
DOI
10.1007/978-3-030-15479-0
Hardcover ISBN
978-3-030-15478-3
Edition Number
1
Number of Pages
XV, 122
Number of Illustrations
12 b/w illustrations
Topics