1st Edition

Managing Negotiations A Casebook

By Thorsten Reiter Copyright 2022
    172 Pages 10 B/W Illustrations
    by Routledge

    172 Pages 10 B/W Illustrations
    by Routledge

    Managing Negotiations is a collection of seven global, real-life case studies on prominent negotiations in the realm of international business and politics.

    The book combines the rigorously researched frameworks of academia with the real-world challenges of negotiations. The cases combine scientific negotiation management practices as well as theories with real-world examples that demonstrate how to conduct successful negotiations and which prominent pitfalls to avoid. The topics discussed reach from mergers & acquisitions, collective bargaining, international diplomatic treaties to international free trade agreements. Each case study starts with an overview comprising three key objectives and ends with the key learnings as well as reflective questions for class discussion.

    This casebook can be used as recommended reading on Negotiation and Strategic Management courses at postgraduate, MBA and Executive Education level and serves as a guide for practitioners responsible for contract management, negotiation and procurement.

    1. Introduction to the Case Book
    Dr. Thorsten Reiter
    2. The acquisition of Whole Foods Inc. by Amazon
    Charles-Armand Roger Sollberger Solari, Piotr Wojtaszewski and Sandra Frei
    3. Negotiation of the Iran Nuclear Deal
    Irena Marina, Julien Petat and Adrian Budac
    4. The Air France Strikes
    Niklas Harder and Adriano K├Ąppeli
    5. Walt Disney`s Acquisition of 21st Century Fox
    Valentin Steinhauser, Georgia Sofia Botsis and Robin-Resham Singh
    6. The Lufthansa Strikes
    Max-Philip Dirk, Leon Guckelberger and Patrick Eschler
    7. Bayer vs. Monsanto
    Luca Franziscus, Julia Reis Coury and Luca Loris Gerini
    8. The Trans-Pacific Partnership Agreement
    Amanda Wegener and Michele Floridia
    9. Closing Remarks on the Case Book
    Dr. Thorsten Reiter


    Thorsten Reiter is a lecturer at the University of St. Gallen and a Corporate Strategist specialized in Strategic Innovation located in Zurich, Switzerland. In his work, Reiter focuses on how a robust innovation capability can successfully be established as the most important part of an organization's strategy.