TEACHING MATERIALS ON PAINT SHOP BUSINESS NEGOTIATION

This study investigates the negotiation process between a buyer from a small paint shop firm and a private healthcare service provider in Brazil engaged in retail commerce. The current study focuses on a case analysis of a private healthcare agreement in Brazil. The primary aim of this program is to enhance the negotiation skills of business negotiators, academics, and professionals. This finding is achieved via a role-play simulation involving two conflicting groups and many topic areas. The primary findings of the research emphasize the need to improve integrative strategies, which include understanding the underlying interests of the opposing party and creating value to achieve mutually advantageous agreements. The research findings suggest that the results have the potential for replication in many organizational settings, especially those that exhibit power imbalances. The present investigation culminates in a comprehensive examination and suggestions for further scholarly inquiry

TEACHING MATERIALS ON WAREHOUSE CONSTRUCTION NEGOTIATION

This study investigates the negotiation process between a buyer from an industrial warehouse in Brazil and a locksmith service provider. The current study focuses on a case analysis of a retail business agreement in Brazil. The main objective of this curriculum is to improve the negotiating abilities of corporate negotiators, academics, and professionals. This discovery is attained via a role-play simulation encompassing two opposing factions and covering various subject areas. The study highlights the need to enhance integrative tactics, which include comprehending the underlying interests of the opposing party and generating value to attain mutually beneficial agreements. The study's findings suggest that the obtained results hold promise for replication across various organizational contexts, particularly those that exhibit power asymmetries. The current study concludes with a thorough analysis and recommendations for future academic research

TEACHING MATERIALS ON SECURITY TECHNICIAN BUSINESS NEGOTIATION

The current study focuses on a case analysis of a security business negotiation in Brazil. The primary aim of this program is to enhance the negotiating skills of business negotiators, academics, and practitioners. This finding is achieved via a role-play simulation that involves two sides and several topics. The current legal issue concerns a government-owned firm and a privately-owned software manufacturer, arising within a month before their two-year contractual arrangement is terminated. The primary findings emphasized the need to improve integrative strategies, which include understanding the opposing party's underlying interests and creating value to achieve mutually advantageous agreements. The research suggests that the results have the potential to be replicated in other business environments, especially ones that exhibit power imbalances. The present research article culminates in a comprehensive discussion and offers suggestions for further investigations

TEACHING MATERIALS ON PRIVATE HEALTHCARE NEGOTIATION

The present paper examines a negotiating process between a buyer from a cosmetics firm and a private healthcare service provider in Brazil. The present research is centered on a case analysis of a private healthcare negotiation in Brazil. The main objective of this curriculum is to augment the negotiating abilities of corporate negotiators, scholars, and professionals. This discovery is attained via a role-play simulation encompassing two opposing factions and several subject matters. The study's main conclusions underscored the need to enhance integrative approaches, which include comprehending the opposing party's underlying interests and generating value to attain mutually beneficial agreements. According to the study's findings, the outcomes hold promise for prospective replication in many corporate contexts, particularly those characterized by power disparities. The current study concludes with an extensive discussion and recommendations for further research

CREDIT COOPERATIVE DEBT COLLECTION NEGOTIATION

The present research examines the negotiating process of establishing a debt collection agreement between a creditor and a debtor. The present research centers on a case analysis of a retail enterprise situated in Brazil. The main objective of this curriculum is to augment the negotiating abilities of corporate negotiators, scholars, and practitioners. This discovery is attained by a single case study encompassing two opposing parties and several subject areas. The research's main results highlight the need for enhancing integrative tactics, which include comprehending the underlying interests of the opposing party and generating value to attain mutually beneficial agreements. The study findings indicate that the outcomes can be replicated in other organizational contexts, particularly power asymmetries. The current study concludes with a thorough analysis and recommendations for future academic research

HOW TO STRUCTURE A RETAIL PHARMACY BUSINESS NEGOTIATION

This article presents how to structure a real pharmacy retail business negotiation case scenario by adopting the Negotiation Map and the Four-Type Negotiation Matrix. The single descriptive case study involved two parties, one buyer and one supplier, in a bidding contest with the pharmacy retail business in Rio de Janeiro, Brazil, as the unit of analysis. Key findings pointed out planning negotiations to engagement as crucial to a better negotiation deal. Evidence also suggests structured negotiation approach is a sound strategy to be pursued. Finally, a completed negotiation map, implications, and discussion complete this article

CREDIT CO-OPERATIVES IN BRAZIL: SICREDI CASE.

This case investigated the Cooperative Bank Sicredi, ranked Top 5 financial institution, according to the Brazilian Central Bank, in 2018. Credit cooperatives in Brazil started their operations in 1902, at Nova Petr?polis, Rio Grande do Sul, Brazilian southern region, inspired by Raiffensen?s cooperative model. The first credit cooperative was founded by the Swiss priest Theodor Armstad, who created the Armstad Savings and Loans Bank (Caixa de Economias e Empr?stimosArmstad). Later it became CooperativaSicrediPioneira, still active. Credit Cooperatives in Brazil are regulated through Law no 5,764, from 1971. Credit is one of the thirteen different types of cooperatives in Brazil. Sicredi holds approximately 4 million associates, operating in 22 states. Key findings pointed to relevant and growing economic activity in the sector, approximately $ 44 billion in 2018. Sicredi was analyzed according to the standards of the Brazilian Central Bank and the World Co-operative Monitor\'s. Discussion on critical success factors and recommendations for future research complete the present article

BUSINESS MEDIATION IN BRAZIL:KEY REGULATORY CHALLENGES

What are the regulatory barriers, pitfalls, and challenges in Brazilian business mediation? In this article, we investigated the Brazilian Mediation Law no.13.140/15, to provide scholars, mediators, and other practitioners with a wide view on the legal issues involving the Brazilian Mediation Law, through an extensive literature review on the regulatory aspects of the Alternative Dispute Resolution, regarding the aforementioned Law. Case analysis and further implications are presented. Finally, conclusion and future research recommendations compile the present study

HOW DO THE GOVERNMENTS PROMOTE THE INTERNATIONALIZATION OF COMPANIES? A MULTIPLE CASE STUDY

In this article, we investigated the companies' internationalization process from the perspective of government actions in selected countries, through multiple case studies and content analyses. Key findings pointed out that the governments investigated tend to foster and support programs for the internationalization of small and medium-sized enterprises (SMEs), mostly family businesses, which in contrast, represent 96 percent of the SMEs in Brazil. The article provides a new perspective on the role of the governments in fostering greater participation in the internationalization process of companies in an ever-increasing globally integrated economy

A CONCEPTUAL FRAMEWORK FOR CASE STUDY ANALYSIS ON THE INTERNATIONALIZATION OF LATIN AMERICAN COMPANIES

A conceptual framework for case study analysis is developed through qualitative meta-analysis on N=26 articles on the internationalization of Latin American companies in countries with a GDP of more than $ 100 billion, published between 2010 and 2018. Key findings revealed a matrix comprising nine dimensions, and suggest that case studies should be improved through consistent (i) statement of the unit of analysis, (ii) the diversification of the use of data collection sources, and (iii) the use of analysis software for qualitative research. This article is provided scholars with a new perspective and taxonomy on the case study analysis, and implications of these findings are discussed