Fiat’s Strategic Alliance with Tata

Case Solution

Pinar Ozcan, Africa Arino, Brian Hohl, Jordan Mitchell

This case looks at the auto industry, the corporate backgrounds of Fiat and Tata, and provides a detailed description of how these two parties came together, including the entire pre-operative negotiation process. The case will begin in October 2007, immediately after the companies formed a joint venture to manufacture passenger cars, engines and transmissions in India for the domestic and international markets. The alliance also includes additional agreements for the joint manufacture of pickup trucks at Fiat’s Argentine plant, as well as a distribution agreement between Fiat’s commercial vehicle subsidiary, Iveco, and Tata’s commercial division.

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