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Beskrivning
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.
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.
Innehållsförteckning
1. 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.