Managing Negotiations A Casebook 1st Edition by Thorsten Reiter 1000522172 9781000522174

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ISBN 10: 1000522172
ISBN 13: 9781000522174
Author: Thorsten Reiter

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.

Managing Negotiations A Casebook 1st Table of contents:

1. Introduction to the Casebook
2. The Acquisition of Whole Foods Inc. by Amazon

• Introduction
• Grocery Industry
• Whole Foods
• Amazon
• Negotiation Management
• Timeline
• Need for Change
• JANA Acquisition
• Evercore
• Various Offers
• Looking for Mr. Right
• The Demands of JANA Partners
• Start of the Amazon Negotiations
• Preparation Period
• First Steps of the Battle Plan
• Securing a BATNA
• Amazon’s Confident Offer
• Power-Based Negotiations
• Reaching an Agreement
• Finalizing the Transaction
• Post-Sale
• Summary
• References

3. Negotiation of the Iran Nuclear Deal

• Introduction
• Negotiation Analysis
• History and Context
• Non-Proliferation Treaty
• Joint Plan of Action
• Prelim/Framework Agreement
• Object of Negotiation
• Negotiation Parties
  • Iran
  • United States
  • Russia
  • United Kingdom
  • France
  • China
  • Germany
  • The European Union
• Negotiation Preparation
• Best Alternative to a Negotiation Agreement (BATNA)
  • Iran
  • United States and European Union
  • China and Russia
• Strategies in Negotiation
  • P5+1
  • Iran
• Concession Management
• Conduct of Negotiation
• Negotiation Tactics
• Negotiation Controlling
• References

4. The Air France Strikes

• Introduction
• Background
• Unionization and Strike Culture in France
• The Airline Industry
• Air France
• The Air France Situation Prior to 2018
• Important Takeaways
• Negotiation Management
• Negotiation Analysis
• Negotiation Organization
• Preparation for Negotiations
• Motive, Objective, and Strategy
• BATNA Analysis
• Conducting Negotiations
• Jean-Mark Janaillac’s Leadership
• Looking for a Substitute
• Benjamin Smith’s Leadership
• Negotiation Controlling and Evaluation
• Top Lessons Learned
• References

5. Walt Disney’s Acquisition of 21st Century Fox

• Introduction
• Pre-Negotiation
• Market Situation
• Disney’s Strategy
• 21st Century Fox’s Intentions to Sell to Disney
• Negotiation Procedure
• Description of Major Events
• Comcast’s Strategy and the Side Deal
• End Result
• The Negotiation Management Model: An In-Depth Analysis
• Negotiation Analysis
• Cross-Negotiation Analysis
• Negotiation-Related Analysis
• Negotiation Organization
• Influencing the Opposite Team
• Staffing the Negotiation Team
• Division of Tasks and Management of Negotiation Teams
• Place, Duration, and Procedure of the Hearing
• Negotiation Preparation
• Motives, Objectives, and Strategies
• The SMART-Requirement
• The Bargaining Zone
• BATNA Analysis
• Relation-Oriented Approach
• First Offer
• Concessions
• Conduct of Negotiation
• Offer Design
• Negotiation Style
• Negotiation Tactics
• Negotiation Controlling
• Closing Remarks
• Top Learnings
• References

6. The Lufthansa Strikes

• Introduction
• Aviation Industry
• Parties to the Negotiation
  • Lufthansa Group
  • UFO (Unabhängige Flugbegleiter Organisation)
  • Third Parties to the Negotiation
• The Negotiation Timeline
• Economic Conduct of Negotiations
• Behavior-Based Negotiation
• Negotiation Styles
• Emotionality
• Negotiation Tactics
• Harvard Approach to the Negotiation
• Recommendations
• Concluding Remarks
• References

7. Bayer vs. Monsanto

• Introduction
• Bayer
• Origin and Growth of Bayer
• Monsanto
• Origin and Growth of Monsanto
• Ethical Position
• Process Steps of Negotiation Management
• Reasons for Bayer to Merge with Monsanto
• Initial Deal
• Characteristics of the Negotiation
• Negotiation Analysis
• Negotiation Organization
• Phases of Negotiation
• Convergence Points
• Main Issues
• Final Deal
• Outcomes
  • Monsanto
  • Bayer
• References

8. The Trans-Pacific Partnership Agreement

• Introduction
• Negotiation Analysis
• Analytical-Prescriptive Approach
• Cross-Negotiation
• Integrativity
• Organization of Negotiations
• Psychographic Factors as Circumstantial Obstacles
• Bridging the Gap Between Cultures
• Preparation of Negotiation
• Leading Motives and Japan’s Stratagem
• Relation-Oriented Approach
• Conducting Negotiations
• Negotiation Behavior
• Negotiation Style Analysis of the Different Components on a Microlevel
• Verification of Authenticity
• Top Learnings
• References

9. Closing Remarks on the Casebook
Index

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