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This article addressed a business negotiation case, presenting teaching material on contract negotiation in Brazil. We present a two-party, multiple-issue role-play simulation. The case involved a private company and the local government, who celebrated a 30-year contract on basic sanitation services, supervised by the sector's Regulatory Agency. A...
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... long last, we followed the Four-Type negotiation matrix . In sum, this is a contract negotiation between two parties and multiple issues, or Type II negotiation, as demonstrated in Figure 1, as follows: The Four-Type negotiation matrix helps address types of negotiations according to (i) the number of participants and (ii) the number of issues in a given negotiation . In this particular case, the Negotiation is an integrative one because it involved more than one issue at hand (Raiffa, 1982;Fisher, Ury and Patton, 1981;Sebenius, 1992;Ury, 2015;Susskind & Field, 1996;Salacuse, 2008;Rinehart & Page, 1992;Pruitt & Rubin,1986. ...
Citations
... The 2 nd constraint in (14), after rearranging the coefficients is shown by (17) . 55 ...
In this chapter, you will learn how to recognize any type of negotiation,
simply and effectively. The aim is to help you choose the right negotiation
approach through the Four-Type Negotiation Matrix. First things first, your
negotiation strategy needs a strategy. In the next paragraphs, a comprehensive
theoretical background addresses the matrix and reveals its fundamentals.
Then, you will learn how to choose the right strategy for any type of
negotiation, through 40 classification examples. At the end of this chapter, you
will gain a new perspective on the negotiation process and will be more
prepared to select the right strategy and ultimately reach better negotiation
deals.
Logistics plays a decisive role in any military campaign, including peacekeeping missions. In this article, we investigated how the United Nations Mission for the Referendum in Western Sahara (MINURSO) logistic system overcome the environmental challenges to support their United Nations Military Observers (UNMOs) deployed on Team Sites (TS) in 2017. Combining field experience with a wide-range analysis of relevant sources, key findings pointed out three critical factors: (a) the unique integration between civilian and military to provide logistic support despite the reduced number of military logisticians at the headquarter (HQ); (b) tactical aviation employment to supply TS, and (c) the use of operational contract support (OCS) to cover a lack of capabilities in the mission area. This work provides an overview of lessons learned about expeditionary logistical efforts for isolated troops. Furthermore, it will broaden the knowledge about supporting forces on the ground in challenging environments.
Violation of Trust frequently damages or destroys the relationship. In this work, we addressed the epistemology of Trust amongst negotiators, providing a new perspective on the emerging themes after careful analysis and revision. First, we analyzed how the Violation of Trust somehow influenced project management negotiations through a qualitative inquiry of N=80 project managers. Then, after content and causal chain analyses, the findings pointed out harsh consequences on both substance and relationship, such as disappointment, loss of sales, customers, and no deal in the short term. In the long run, loss of credibility jeopardizes future business opportunities and loss of reputation. As a result, we believe it is possible to pave the way for future research by understanding complex concepts affecting trust and project management negotiations.
This paper addressed a buyer-seller contract renewal negotiation case, regarding a service provider and a power transmission company, on the provision of cleaning, conservation, and bush cutting services for approximately 120 electrical substations, the unit of analysis. Key findings pointed out compliance issues crucial to prevent the contract signature with the main competitor. The article provides scholars, decision-makers, negotiators, and other practitioners with a new perspective on contract negotiation and corporate governance. The discussion of implications and future research recommendations compile the present work.
This article addressed a Brazilian negotiation on the airbase runway negotiation involving three parties: the Brazilian Army commander, the representative of the Indian tribes, and one governmental mediator. The contract objective was to deploy a runway within a municipality surrounded by Indian tribes' reservations. After the mediator intervention, the negotiation came to a surprising end. The teaching material is helpful to scholars, decision-makers, negotiators, instructors, and practitioners. Key findings pointed out the necessity of (i) developing best efforts to solve joint problems; (ii) understanding different cultures; (iii) the role and importance of a skilled mediator, when dealing with Indian tribes. Case analysis and discussion compile the present case study.
