Distributive Negotiation Strategies in Labor Litigation: A Brazilian Case (Published)
This case study examines the application of distributive negotiation strategies in labor litigation, focusing on a Brazilian case involving 12 clients who hired a lawyer to file a labor complaint against their employer. The negotiating process—which resulted in a favorable agreement for seven clients—emphasizes the importance of utilizing the Zone of Possible Agreement (ZOPA), exploring alternatives, and maintaining effective communication to achieve positive results. A successful agreement was primarily dependent on the lawyer’s capacity to examine the company’s original bid, and bargain for a better offer. Analysis of findings provides insight into the negotiating process and its implications for future labor conflict settlements. The results of this research may guide the creation of successful negotiation plans in labor lawsuits, thereby helping both companies and workers. Understanding the complexity of labor negotiations enables attorneys and other professionals to negotiate more effectively and achieve more favorable results.
Keywords: Brazil, distributive negotiation, labor dispute resolution, labor litigation
Marketing Strategy in Action: Negotiating a Distribution Center in Brazil (Published)
A distribution company in Brazil sought to acquire a property for its distribution center, aiming to convert rental costs into real estate assets and boost financial performance. After a lengthy negotiation with the property owners, the parties faced the challenge of the representative’s controlling behavior and excessive demands. This case highlights the importance of understanding the underlying interests of all parties involved in a business negotiation and adapting marketing strategies accordingly. The case enabled us to identify potential issues and concerns, and the conclusions are helpful to decision-makers, scholars, and business negotiators, who can better complex deals and achieve mutually beneficial outcomes.
Keywords: Brazil, Marketing Strategy, business negotiation, distribution center, real estate acquisition, strategic planning