When outsiders have an interest in your negotiation

A merger between Renault and Fiat Chrysler seemed like a match made in heaven, but the negotiators’ failure to consider the objections of outside parties led the promising deal to collapse.

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Article Excerpt

Because of tightening global competition and demand for new technologies, including self-driving cars, automakers are feeling the urge to merge. For years, Fiat Chrysler CEO Sergio Marchionne and Renault chairman and CEO Carlos Ghosn—both known as tough negotiators and demanding bosses— discussed the possibility of blending their two companies, but nothing came of it.

Then everything changed. In July 2018, Marchionne died suddenly of an undisclosed illness. Four months

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