Chapter 15 - Bargaining and negotiation. Chapter 15 explores the economic factors that create opportunities for mutually beneficial agreements. It also takes a gametheoretic approach to analyzing negotiation strategies under imperfect information.
Trang 1Managerial Economics, 8e William F. Samuelson Stephen G. Marks ●
Chapter Fifteen
Bargaining and Negotiation
Trang 2To get to the Promised
Land, you have to negotiate your way through the wilderness.
~H. Cohen
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Sanofi’s Bid for Genzyme
In Spring 2010, Christopher Viehbacher, CEO of the
French pharmaceutical giant, SanofiAventis SA, set his sights on acquiring Genzyme Corporation, a pioneering biotechnology company.
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The Economic Sources of Beneficial
Agreements
Selling a Warehouse
Resolving Disputes
A Patent Conflict
Differences in Values
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The Zone of Agreement and the Payoff Frontier
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The Economic Sources of Beneficial
Agreements (cont.)
Differences in Values
Probability Assessments
Settlement Negotiations Revisited
Risk Aversion
Contingent Contracts
Contingent Pricing in an Acquisition
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MultipleIssue
Negotiations
A Complex Procurement
Wooing David Letterman
Continuous Variables
A QuantityPrice Contract
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Perfect Information
Imperfect Information
A Tender Offer
Repetition and Reputation
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Business Behavior—Failed Agreements
Texaco versus Pennzoil Revisited
Sanofi’s Bid Revisited