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. | Chapter Fifteen Bargaining and Negotiation To get to the Promised Land, you have to negotiate your way through the wilderness. ~H. Cohen For discussion Sanofi’s Bid for Genzyme In Spring 2010, Christopher Viehbacher, CEO of the French pharmaceutical giant, Sanofi-Aventis SA, set his sights on acquiring Genzyme Corporation, a pioneering biotechnology company. The Economic Sources of Beneficial Agreements Selling a Warehouse Resolving Disputes A Patent Conflict Differences in Values 4 Figure The Zone of Agreement and the Payoff Frontier The Economic Sources of Beneficial Agreements (cont.) Differences in Values Probability Assessments Settlement Negotiations Revisited Risk Aversion Contingent Contracts Contingent Pricing in an Acquisition 6 Multiple-Issue Negotiations A Complex Procurement Wooing David Letterman Continuous Variables A Quantity-Price Contract 7 Negotiation Strategy Perfect Information Imperfect Information A Tender Offer Repetition and Reputation . | Chapter Fifteen Bargaining and Negotiation To get to the Promised Land, you have to negotiate your way through the wilderness. ~H. Cohen For discussion Sanofi’s Bid for Genzyme In Spring 2010, Christopher Viehbacher, CEO of the French pharmaceutical giant, Sanofi-Aventis SA, set his sights on acquiring Genzyme Corporation, a pioneering biotechnology company. The Economic Sources of Beneficial Agreements Selling a Warehouse Resolving Disputes A Patent Conflict Differences in Values 4 Figure The Zone of Agreement and the Payoff Frontier The Economic Sources of Beneficial Agreements (cont.) Differences in Values Probability Assessments Settlement Negotiations Revisited Risk Aversion Contingent Contracts Contingent Pricing in an Acquisition 6 Multiple-Issue Negotiations A Complex Procurement Wooing David Letterman Continuous Variables A Quantity-Price Contract 7 Negotiation Strategy Perfect Information Imperfect Information A Tender Offer Repetition and Reputation Negotiation Strategy Business Behavior—Failed Agreements Texaco versus Pennzoil Revisited Sanofi’s Bid . | Chapter Fifteen Bargaining and Negotiation To get to the Promised Land, you have to negotiate your way through the wilderness. ~H. Cohen For discussion Sanofi’s Bid for Genzyme In Spring 2010, Christopher Viehbacher, CEO of the French pharmaceutical giant, Sanofi-Aventis SA, set his sights on acquiring Genzyme Corporation, a pioneering biotechnology company. The Economic Sources of Beneficial Agreements Selling a Warehouse Resolving Disputes A Patent Conflict Differences in Values 4 Figure The Zone of Agreement and the Payoff Frontier The Economic Sources of Beneficial Agreements (cont.) Differences in Values Probability Assessments Settlement Negotiations Revisited Risk Aversion Contingent Contracts Contingent Pricing in an Acquisition 6 Multiple-Issue Negotiations A Complex Procurement Wooing David Letterman Continuous Variables A Quantity-Price Contract 7 Negotiation Strategy Perfect Information Imperfect Information A Tender Offer Repetition and Reputation Negotiation Strategy Business Behavior—Failed Agreements Texaco versus Pennzoil Revisited Sanofi’s Bid Revisited
