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BL
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| Record Number
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861392
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| Main Entry
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Caputo, Andrea
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| Title & Author
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Strategic corporate negotiations : : a framework for win-win agreements /\ Andrea Caputo.
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| Publication Statement
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Cham :: Palgrave Macmillan,, 2019.
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| Series Statement
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Palgrave pivot
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| Page. NO
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1 online resource
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| ISBN
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3030154793
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: 9783030154790
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9783030154783
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| Bibliographies/Indexes
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Includes bibliographical references.
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| Contents
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Intro; Foreword; Preface; Contents; List of Figures; List of Tables; Chapter 1: A Theoretical Framework for Negotiation; 1.1 The Term "Negotiation"; 1.2 Theories about Negotiations; 1.2.1 Normative, Descriptive, and Prescriptive Approaches to Study Negotiations; 1.2.2 Theories on Individual Decision-Makers; 1.2.3 The Negotiation Theory and Other Theories on the Collectivity of Decision-Makers; 1.3 Characters Qualifying the Negotiation; 1.3.1 The Conditions: Interdependence, Conflict of Interests, and Potential Agreement; 1.3.1.1 The Interdependence; 1.3.1.2 The Conflict of Interests
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1.3.1.3 The Potential Agreement1.3.2 Negotiation Procedures: Communication and Exchange; 1.3.3 Nature: Opportunism and Creative Research; 1.4 Phases of the Negotiation Process; 1.5 The Characteristic Magnitudes of Negotiations; 1.6 The Structure of a Negotiation; References; Chapter 2: Multilateral Negotiations; 2.1 Changing the Negotiation Structure: Negotiation Arithmetic; 2.2 Multilateral Negotiations; 2.2.1 Definition and Characteristics; 2.2.2 The Role of the Parties and the Conflict of Interests; 2.2.3 Some Analysis Tools; 2.2.4 The RBC Model; 2.3 The Coalition Phenomenon
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2.4 Theoretical SummaryReferences; Chapter 3: Contextualizing Negotiation in Strategy; 3.1 Introduction; 3.2 The Essential Characteristics of Strategy-Making; 3.2.1 Environments; 3.2.2 Structures; 3.2.3 Competitive Advantage; 3.2.4 Deployment; 3.2.5 Economic, Financial, and Organizational Balance; 3.2.6 Value, Sustainability, and Responsibility; 3.3 Strategy-Making and Negotiation; References; Chapter 4: Cooperation in the Automotive Industry Prior to the 2009 Fiat-Chrysler Agreement; 4.1 Introduction; 4.2 Industry's Characteristics and Analysis; 4.2.1 Sector Analysis
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4.2.2 Historical and Structural Problems in the Automotive Sector4.2.3 The Industry's 2007-2009 Crisis; 4.2.4 Governments' Actions to Support the Automotive Industry; 4.2.5 Conclusions: The Need to Cooperate; 4.3 Cooperation Agreements; 4.3.1 Cooperation Agreements as a Strategic Factor; 4.4 Cooperative Agreements in the Automotive Industry; 4.4.1 Some Examples of Alliances in the Automotive Sector Until 2009; 4.4.1.1 PSA and Toyota; 4.4.1.2 The Alliance between Renault and Nissan; 4.4.1.3 The Joint Venture between Fiat and Ford; References
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Chapter 5: Case Study: The Fiat-Chrysler Negotiation in 20095.1 The Environmental Context of the Case Study; 5.2 Methodology; 5.3 Presentation of the Case; 5.3.1 Fiat in 2009; 5.3.1.1 Fiat Numbers; 5.3.2 Chrysler in 2009; 5.3.3 Chrysler and Chapter 11; 5.3.4 Sergio Marchionne; 5.3.5 The Development of the Negotiation Process; 5.4 Case Analysis; 5.4.1 Synergies Deriving from the Agreement; 5.4.2 Analysis of the Negotiating Structure; 5.4.2.1 Parties; 5.4.2.2 Issues; 5.4.2.3 Interests; 5.5 Discussion of the Findings; References; Chapter 6: Conclusions; References
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| Subject
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Negotiation in business.
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| Subject
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BUSINESS ECONOMICS-- Industrial Management.
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BUSINESS ECONOMICS-- Management Science.
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BUSINESS ECONOMICS-- Management.
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BUSINESS ECONOMICS-- Organizational Behavior.
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| Subject
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Negotiation in business.
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| Dewey Classification
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658.4052
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| LC Classification
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HD58.6
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