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Focusing on win-win agreements, this book addresses the challenges faced by entrepreneurs and managers in complex corporate negotiations. It reviews existing literature and introduces a theoretical framework for analyzing such negotiations, supported by an empirical case study from the automotive industry involving Fiat Chrysler in 2009. The author offers practical strategies to enhance competitive advantage through these agreements, making it a valuable resource for both practitioners and scholars interested in improving negotiation outcomes.
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Strategic Corporate Negotiations, Andrea Caputo
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- Année de publication
- 2019
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