Strategic Corporate Negotiations A Framework for Win-Win Agreements
“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 m
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Andrea Caputo
Strategic Corporate Negotiations
Andrea Caputo
Strategic Corporate Negotiations A Framework for Win-Win Agreements
Andrea Caputo University of Lincoln Lincoln, UK
ISBN 978-3-030-15478-3 ISBN 978-3-030-15479-0 (eBook) https://doi.org/10.1007/978-3-030-15479-0 © The Editor(s) (if applicable) and The Author(s), under exclusive licence to Springer Nature Switzerland AG 2019 This work is subject to copyright. All rights are solely and exclusively licensed by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. The publisher, the authors and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, express or implied, with respect to the material contained herein or for any errors or omissions that may have been made. The publisher remains neutral with regard to jurisdictional claims in published maps and institutional affiliations. Cover illustration: Pattern © Melisa Hasan This Palgrave Pivot imprint is published by the registered company Springer Nature Switzerland AG. The registered company address is: Gewerbestrasse 11, 6330 Cham, Switzerland
To my family and to my friends, who always supported me.
Foreword
Written by Richard Cyert and James March in 1963, A Behavioral Theory of the Firm still represents, without doubt, a catalyst book in the study of how dominant coalitions take strategic decisions; in fact, since its publication, many strategic choices have started to be substantially considered as negotiated processes. On this basis, and especially because of the current hyper-complexity featuring our socio-economic system, understanding how strategic negotiations de facto happen, and how they could happen better, represents 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, scientific context, this book written by Andrea Caputo (Lincoln Business School) contributes to the addressing of these simple, but meaningful, research questions: How can negotiations be currently conceived? How and why do they occur? How can the strategic negotiations be improved, in terms of results for all (not
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