Integrative agreements in multilateral negotiations: the case of Fiat and Chrysler

Caputo, Andrea (2012) Integrative agreements in multilateral negotiations: the case of Fiat and Chrysler. International Journal of Business and Social Science, 3 (12). pp. 167-180. ISSN 2219-1933

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Theory defines negotiation as a continual interpersonal interactive process of decision making. Multilateral negotiations are differentiated from bilateral negotiations because of their wider size, bigger complexity and greater heterogeneity. Management studies relating to negotiations have focused mainly on the negotiation processes between companies, customers and suppliers, and industrial relations. Less investigated, however, are the negotiations involving two companies that design strategic paths of cooperation, especially regarding the effect of the intervention of outside (third) parties. The aim of this paper is to understand the role that the third who joins(a key stakeholder in this case) can play in multilateral negotiations in achieving integrative agreements, through the analysis of the case studies relating to the treaty put in place between Fiat and Chrysler to establish a strategic alliance in the automobile sector.

Additional Information:Special issue
Keywords:Multilateral Negotiation, Integrative Agreement, Fiat, Chrysler, Strategic Alliances, International Business
Subjects:N Business and Administrative studies > N100 Business studies
N Business and Administrative studies > N211 Strategic Management
Divisions:Lincoln International Business School
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ID Code:18575
Deposited On:11 Sep 2015 08:20

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