Case Study: The Fiat–Chrysler Negotiation in 2009
This chapter intends to take up the theory proposed in the previous chapters through the analysis of a real business case: the agreement between Fiat and Chrysler in 2009. The chapter is structured in three parts. Initially, we will describe the working methodologies, and through a review of the main methods of study in the field of negotiations, we will explain the choice of the business case as a research tool. Then we will proceed with the presentation of the case, describing the parts and the situation before the negotiation. Thereafter, we will proceed to the analysis of the case according to the theoretical interpretation key provided in the first few chapters.
KeywordsFiat Chrysler Case study Negotiation Strategy M&A
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