Case Study : The merger between Renault and Nissan

This paper describes the negotiations to form the Renault-Nissan alliance. Many observers doubted that the companies would reach agreement in 1999, let alone develop a partnership lauded throughout the auto industry fifteen years later. Firstly, the analysis focus on the key elements of this negotiation, developing the three dimensions: who?, what? and how?. Secondly the conduct of negotiations ,from the first contact of the two companies to the signed agreement, is described and discussed. Finally, as a conclusion, this paper ends on the learning we can pull from this case.