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Strategic corporate negotiations : a framework for win-win agreements

Caputo, Andrea - 2019

Persistent link: https://www.econbiz.de/10011997042

The third who joins a negotiation : a systematic review of the literature

Caputo, Andrea - In: International journal of business and globalisation : IJBG 10 (2013) 3, pp. 256-277

Persistent link: https://www.econbiz.de/10009783188

The relationship between cultural values, cultural intelligence and negotiation styles

Caputo, Andrea; Ayoko, Oluremi B.; Amoo, Nii; Menke, … - In: Journal of business research : JBR 99 (2019), pp. 23-36

Persistent link: https://www.econbiz.de/10012023403

Uscio e bottega : an exploratory study on conflict management and negotiation during family business succession in Tuscany

Caputo, Andrea; Zarone, Vincenzo - In: World review of entrepreneurship, management and … 15 (2019) 1/2, pp. 202-225

Persistent link: https://www.econbiz.de/10012027581

Overcoming judgmental biases in negotiations : a scenario-based survey analysis on third party direct intervention

Caputo, Andrea - In: Journal of business research : JBR 69 (2016) 10, pp. 4304-4312

Persistent link: https://www.econbiz.de/10011554530

Distributive/integrative negotiation strategies in cross-cultural contexts : a comparative study of the USA and Italy

Benetti, Sara; Ogliastri Uribe, Enrique; Caputo, Andrea - In: Journal of management & organization : JMO 27 (2021) 4, pp. 786-808

Persistent link: https://www.econbiz.de/10012656771

Strategic Corporate Negotiations : A Framework for Win-Win Agreements

Caputo, Andrea - 2019

1. A Theoretical Framework for Negotiation -- 2. Multilateral Negotiations -- 3. Contextualizing Negotiation in Strategy -- 4. Cooperation in the Automotive Industry Prior to the 2009 Fiat–Chrysler Agreement -- 5. Case Study: The Fiat–Chrysler Negotiation in 2009 -- 6. Conclusions

Persistent link: https://www.econbiz.de/10012398466