Lecture Managerial economics (8e): Chapter 15 - Samuelson, Marks
Bạn đang xem bản rút gọn của tài liệu. Xem và tải ngay bản đầy đủ của tài liệu tại đây (1.42 MB, 9 trang )
Managerial Economics, 8e
William F. Samuelson ● Stephen G. Marks
Chapter Fifteen
Bargaining and Negotiation
Copyright © 2015 John Wiley & Sons, Inc. All rights reserved.
To get to the Promised
Land, you have to
negotiate your way
through the wilderness.
~H. Cohen
Copyright © 2015 John Wiley & Sons, Inc. All rights reserved.
For discussion
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.
Copyright © 2015 John Wiley & Sons, Inc. All rights reserved.
The Economic Sources of Beneficial
Agreements
Selling a Warehouse
Resolving Disputes
A Patent Conflict
Differences in Values
Copyright © 2015 John Wiley & Sons, Inc. All rights reserved.
1.3
Figure 15.1
The Zone of Agreement and the Payoff
Frontier
Copyright © 2015 John Wiley & Sons, Inc. All rights reserved.
The Economic Sources of Beneficial
Agreements (cont.)
Differences in Values
Probability Assessments
Settlement Negotiations Revisited
Risk Aversion
Contingent Contracts
Contingent Pricing in an Acquisition
Copyright © 2015 John Wiley & Sons, Inc. All rights reserved.
1.3
MultipleIssue
Negotiations
A Complex Procurement
Wooing David Letterman
Continuous Variables
A QuantityPrice Contract
Copyright © 2015 John Wiley & Sons, Inc. All rights reserved.
1.3
Negotiation Strategy
Perfect Information
Imperfect Information
A Tender Offer
Repetition and Reputation
Copyright © 2015 John Wiley & Sons, Inc. All rights reserved.
Negotiation Strategy
Business Behavior—Failed Agreements
Texaco versus Pennzoil Revisited
Sanofi’s Bid Revisited
Copyright © 2015 John Wiley & Sons, Inc. All rights reserved.
