Beyond the Numbers: Winning Strategies for Complex Real Estate Negotiations in Brazil (Published)
The research investigates a complex land acquisition process in Brazil for a scarce urban real estate asset, owned by four siblings with opposing goals and deep emotional ties to the land. Workplace negotiations in this case involved more than monetary discussions, as symbolic elements, historical context, and emotional factors played significant roles in determining the outcome. The negotiation started as a simple price-based distributive bargaining process but evolved into an integrative approach that included equity participation, special payment terms, and protective contractual provisions. The research demonstrates how Best Alternatives to a Negotiated Agreement (BATNA) and the Zone of Possible Agreement (ZOPA) affect negotiations, while showing how cognitive biases, including anchoring, confirmation bias, and scarcity, influence the process. The research shows that sustainable agreements in complex situations require organizations to develop patience and flexibility while creating trust-based systems that enable them to use their contracts to achieve strategic negotiation outcomes. The case shows how to transform a distributive deadlock into a collaborative solution, thereby strengthening negotiation theory and providing vital knowledge to managers and negotiators who need to resolve important real estate negotiations.
Keywords: Brazil, Negotiation., Real Estate, integrative bargaining
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