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
Do Social Stereotypes Interfere In Business Negotiations (Published)
Does an oversimplified idea about a person interfere in the business negotiation process? In this article, we addressed that puzzling question through a t-test of N=300 Brazilian business negotiations, aiming to provide scholars with a new perspective on business negotiations. We conducted an experiment dividing ten negotiation training sessions into two groups: m1 and m2, with 150 negotiations each group, totaling 600 participants. An independent-samples T-Test was applied to the collected data. Key findings pointed out a statistical significance on the alternate hypothesis, meaning that stereotypes interfere in the business negotiation process. Finally, the implications of these findings for managerial practice are discussed.
Keywords: Business, Negotiation., stereotypes