Author(s): Freitas, Henrique José Serrano Costa
Date: 2014
Persistent ID: http://hdl.handle.net/10362/11822
Origin: Repositório Institucional da UNL
Subject(s): Single-issue Logic; Package-deal Approach; Case study; Negotiations between Shopping centres and retailers
A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and Economics
The main purpose of our project consisted in analyzing a real negotiation between a shopping centre and a retailer, which took place in the Spanish market. Through its analysis and by studying different approaches to a negotiation, we were able to understand negative aspects as well as identify several improvement opportunities. We concluded that having a package-deal approach, where parties attempt to link all variables brought to the discussion, is crucial for the creation of value is this sort of negotiation. Additionally, we developed a case study to be used on Negotiation analysis courses as a tool to introduce differences between single and multiple-issue negotiations. The case study was also developed in order to understand how the discussion could have been conducted more effectively, leading parties to achieve a mutually beneficial deal.
