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
