Negotiating the Renault-Nissan Alliance: Insights from Renault's Experience

Stephen E. Weiss

Chapter 19 in Negotiation Excellence:Successful Deal Making, 2014, pp 325-350 from World Scientific Publishing Co. Pte. Ltd.

Abstract: In early 2010, the Renault–Nissan Alliance was the fourth largest automotive group in the world. With 350,000 employees and operations in 190 countries, the Alliance had sold 6.1 million vehicles — more than 9% of the world total — and taken in revenue of €86.5 billion (US$120 billion) in 2009. The Alliance had performed so well over the past decade that it was widely touted as a model for successful partnership (“All together now,” 2010)…

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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