LEADER 05066nam 22005535 450 001 9910337821203321 005 20200703023901.0 010 $a3-030-15479-3 024 7 $a10.1007/978-3-030-15479-0 035 $a(CKB)4100000007823609 035 $a(MiAaPQ)EBC5744643 035 $a(DE-He213)978-3-030-15479-0 035 $a(PPN)235671487 035 $a(EXLCZ)994100000007823609 100 $a20190402d2019 u| 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aStrategic Corporate Negotiations$b[electronic resource] $eA Framework for Win-Win Agreements /$fby Andrea Caputo 205 $a1st ed. 2019. 210 1$aCham :$cSpringer International Publishing :$cImprint: Palgrave Pivot,$d2019. 215 $a1 online resource (132 pages) 311 $a3-030-15478-5 327 $a1. A Theoretical Framework for Negotiation -- 2. Multilateral Negotiations -- 3. Contextualizing Negotiation in Strategy -- 4. Cooperation in the Automotive Industry Prior to the 2009 Fiat?Chrysler Agreement -- 5. Case Study: The Fiat?Chrysler Negotiation in 2009 -- 6. Conclusions. 330 $a?This books presents a case study of Chrysler, Fiat and government; but offers much more. Focusing on the automotive industry, the author emphasises the importance of context. Gone are the days of zero-sum game mentality. This is the important message that Caputo sends in his brilliant book: we can all be winners. A must-read for all entrepreneurs as well as corporate negotiators, policy-makers, bankers and lawyers.? (Léo-Paul Dana, Professor, Professor, Montpellier Business School, France and Marie Curie Fellow, Princeton University, USA) ?Andrea Caputo offers a forward-thinking framework for negotiations that has practical and theoretical implications for progression within the field. This is a must read for managers and academics!? (Diane H. B. Welsh, Hayes Distinguished Professor of Entrepreneurship and Founding Director of the Entrepreneurship Programs, UNC Greensboro, USA) ?Shedding light on the strategy and behaviour of human negotiation, the author reveals his wisdom in developing a new methodology and practical framework for application in the automotive industry. Powerfully and efficiently argued, the theory in this book makes for an enjoyable and interactive read.? (Marina Dabi?, Professor, Nottingham Trent University, UK and University of Zagreb, Croatia) ?Gone are the days of zero-sum game mentality. This is the important message that Caputo sends in his brilliant book: we can all be winners. A must-read for all entrepreneurs as well as corporate negotiators, policy-makers, bankers and lawyers.? (Léo-Paul Dana, Professor, Montpellier Business School, France ?Caputo offers a forward-thinking framework for negotiations that has practical and theoretical implications for progression within the field. This is a must-read for both managers and academics!? (Diane H. B. Welsh, Hayes Distinguished Professor of Entrepreneurship and Founding Director of the Entrepreneurship Programs, UNC Greensboro, USA) ?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.?. 606 $aLeadership 606 $aEntrepreneurship 606 $aAutomobile industry and trade 606 $aCorporate governance 606 $aBusiness Strategy/Leadership$3https://scigraph.springernature.com/ontologies/product-market-codes/515010 606 $aEntrepreneurship$3https://scigraph.springernature.com/ontologies/product-market-codes/514000 606 $aAutomotive Industry$3https://scigraph.springernature.com/ontologies/product-market-codes/527080 606 $aCorporate Governance$3https://scigraph.springernature.com/ontologies/product-market-codes/511020 615 0$aLeadership. 615 0$aEntrepreneurship. 615 0$aAutomobile industry and trade. 615 0$aCorporate governance. 615 14$aBusiness Strategy/Leadership. 615 24$aEntrepreneurship. 615 24$aAutomotive Industry. 615 24$aCorporate Governance. 676 $a658.4052 700 $aCaputo$b Andrea$4aut$4http://id.loc.gov/vocabulary/relators/aut$0315045 906 $aBOOK 912 $a9910337821203321 996 $aStrategic Corporate Negotiations$92159151 997 $aUNINA