Strategic corporate negotiations a framework for win win agreements
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Strategic corporate negotiations a framework for win win agreements
Andrea CaputoStrategic Corporate NegotiationsA Framework for Win-Win AgreementspalgravemacmillanAndrea Caputo University of Lincoln Lincoln, UKISBN 97 Strategic corporate negotiations a framework for win win agreements78 3 030 15478 3 ISBN 978 3 030 15479 0 (eBook) https://doi.org/10.1007/978 3 030 15479 0rhe Editor(s) (if applicable) and rhe Author! s), under exclusive licence to Springer Nature Switzerland AG 2019This work is subject to copyright. All rights are solely and exclusively licensed by the Publisher, Strategic corporate negotiations a framework for win win agreements whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadStrategic corporate negotiations a framework for win win agreements
casting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computAndrea CaputoStrategic Corporate NegotiationsA Framework for Win-Win AgreementspalgravemacmillanAndrea Caputo University of Lincoln Lincoln, UKISBN 97 Strategic corporate negotiations a framework for win win agreementsks, service marks, etc. in this publication docs not imply, even in the absence of a specific statement, that such names arc exempt from the relevant protective laws and regulations and therefore lice for general use. The publisher, the authors and the editors arc safe to assume that the advice and Strategic corporate negotiations a framework for win win agreementsinformation in this book are believed to Ise true and accurate at the date of publication. Neither the pub Usher nor the authors or the editors give aStrategic corporate negotiations a framework for win win agreements
warranty, express or implied, with respect to the material contained herein or for any errors or omissions that may have been made. The publisher remAndrea CaputoStrategic Corporate NegotiationsA Framework for Win-Win AgreementspalgravemacmillanAndrea Caputo University of Lincoln Lincoln, UKISBN 97 Strategic corporate negotiations a framework for win win agreementsgrave Pivot imprint is published by the registered company springer Nature Switzerland AG.The registered company address is: Gewerbestrasse 11,6330 Cham, SwitzerlandTo my family and TO my friends^ who always supported me.ForewordWritten by Richard Cycrr and James March in 1963, A Behavioral Theory o Strategic corporate negotiations a framework for win win agreementsf the Firm still represents, without doubt, a catalyst book in rhe study of how dominant coalitions take strategic decisions; in fact, since its publiStrategic corporate negotiations a framework for win win agreements
cation, many strategic choices have started to be substantially considered as negotiated processes. On this basis, and especially because of the curreAndrea CaputoStrategic Corporate NegotiationsA Framework for Win-Win AgreementspalgravemacmillanAndrea Caputo University of Lincoln Lincoln, UKISBN 97 Strategic corporate negotiations a framework for win win agreementsepresents an important and lively area in the research on and practice of corporate decision-making.Win-lose and win-win scenarios, BATNAs, Reservation Prices, and third parties, but also heuristics, cognitive biases and the personality of who negotiates: in this exciting, constantly evolving, scien Strategic corporate negotiations a framework for win win agreementstific context, this book written by Andrea Caputo (Lincoln Business School) contributes to the addressing of these simple, but meaningful, research quStrategic corporate negotiations a framework for win win agreements
estions: How can negotiations be currently conceived? How and why do they occur? How can the strategic negotiations be improved, in terms of results fAndrea CaputoStrategic Corporate NegotiationsA Framework for Win-Win AgreementspalgravemacmillanAndrea Caputo University of Lincoln Lincoln, UKISBN 97 Strategic corporate negotiations a framework for win win agreementsseful because it constitutes an appropriate mix of theory and empirical evidence; this is also, thanks to the reported qualitative case study analysis, regarding the important negotiation that recently occurred between Fiat and Chrysler. The latter, at the same time, can find it valuable because it Strategic corporate negotiations a framework for win win agreementsrepresents an easy-to-read, instructive, toolkit for enlarging the pic in many of the daily negotiations that happen in the corporate world at the lopStrategic corporate negotiations a framework for win win agreements
decision-making level.viiAndrea CaputoStrategic Corporate NegotiationsA Framework for Win-Win AgreementspalgravemacmillanAndrea Caputo University of Lincoln Lincoln, UKISBN 97Andrea CaputoStrategic Corporate NegotiationsA Framework for Win-Win AgreementspalgravemacmillanAndrea Caputo University of Lincoln Lincoln, UKISBN 97Gọi ngay
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