Managing Negotiations : A Casebook book cover
1st Edition

Managing Negotiations
A Casebook

ISBN 9780367615352
Published December 29, 2021 by Routledge
172 Pages 10 B/W Illustrations

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Book Description

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.

Table of Contents

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

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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.