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Strategic Corporate Negotiations
A Framework for Win-Win Agreements
Udgivet af Springer Nature Switzerland AG
ISBN
9783030154783
Om denne bog
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 corpo…
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Bogdetaljer
Forfatter
Andrea Caputo
Forlag
Springer Nature Switzerland AG
Kategori
Forretningsstrategier
ISBN-13
9783030154783
EAN
9783030154783
Format
Indbundet
Sprog
Engelsk
sider
122
Undertitel
- A Framework for Win-Win Agreements
Produktbeskrivelse
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.
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