Negociações de ganhos mútuos: um estudo de caso na empresa pública delta
Autor(a) principal: | |
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Data de Publicação: | 2009 |
Tipo de documento: | Dissertação |
Idioma: | por |
Título da fonte: | Repositório Institucional do FGV (FGV Repositório Digital) |
Texto Completo: | http://hdl.handle.net/10438/4233 |
Resumo: | Negotiation is the most efficient tool to achieve something you want, it occurs when there are conflicts and alternatives to be selected that can involve the whole company. The various alternatives have common and conflicting interests, expressing the complexity of relationships. With the increasing demand for agility in responding to the new profiles to search, organizations need to be more versatile in the process and faster to react to market changes, and the Negotiation of Mutual Gains (NMG) are a current driving value-creation. This dissertation aims to propose the use of tools of the theory of the NMG for the managers as a tool supporter of public purchases purchasers of products and services at IT to achieve the expected results. For this, we performed a search of a descriptive and exploratory using qualitative approach. To achieve this objective, theoretical studies were made of themes: Organizational Flexibility, Management of Public Procurement, Information Systems, Strategic Alignment and theory of negotiation in order to get a better understanding of the research. It was not drawn up a structured questionnaire, the research instrument used in this study. Applied the questionnaire directly to participants, it was obtained a participation of 10 respondents, all of participating in public bidding processes Delta. Once performed the data collection, the responses were analyzed using a form of the technique of content analysis, called pattern-matching in order to compare the results with the theoretical framework used in the study. As a result of the study, it was identified using the distributive approach in bidding processes. |
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Ramos, Vitor Hugo da CostaEscolas::EBAPEMotta, Paulo RobertoSouza, Jano Moreira deDuzert, Yann2010-03-10T19:08:38Z2010-03-10T19:08:38Z2009-01-30RAMOS, Vitor Hugo da Costa. Negociações de ganhos mútuos: um estudo de caso na empresa pública delta. Dissertação (Mestrado em Gestão Empresarial) - FGV - Fundação Getúlio Vargas, Rio de Janeiro, 2009.http://hdl.handle.net/10438/4233Negotiation is the most efficient tool to achieve something you want, it occurs when there are conflicts and alternatives to be selected that can involve the whole company. The various alternatives have common and conflicting interests, expressing the complexity of relationships. With the increasing demand for agility in responding to the new profiles to search, organizations need to be more versatile in the process and faster to react to market changes, and the Negotiation of Mutual Gains (NMG) are a current driving value-creation. This dissertation aims to propose the use of tools of the theory of the NMG for the managers as a tool supporter of public purchases purchasers of products and services at IT to achieve the expected results. For this, we performed a search of a descriptive and exploratory using qualitative approach. To achieve this objective, theoretical studies were made of themes: Organizational Flexibility, Management of Public Procurement, Information Systems, Strategic Alignment and theory of negotiation in order to get a better understanding of the research. It was not drawn up a structured questionnaire, the research instrument used in this study. Applied the questionnaire directly to participants, it was obtained a participation of 10 respondents, all of participating in public bidding processes Delta. Once performed the data collection, the responses were analyzed using a form of the technique of content analysis, called pattern-matching in order to compare the results with the theoretical framework used in the study. As a result of the study, it was identified using the distributive approach in bidding processes.A negociação é a ferramenta mais eficiente de conseguir algo que se deseja, ela ocorre quando existem conflitos e alternativas a serem selecionadas que podem envolver toda a empresa. As diversas alternativas apresentam interesses comuns e conflitantes, expressando a complexidade das relações. Com a crescente demanda por agilidade na resposta aos novos perfis de procura, as organizações precisam ser mais versáteis nos processos e mais rápidas para reagir às mudanças do mercado, e as Negociações de Ganhos Mútuos (NGM) são uma forma atual de condução de criação de valor. Esta dissertação tem como objetivo propor a utilização das ferramentas da teoria de NGM como instrumento apoiador aos gestores de compras públicas adquirentes de produtos e serviços de TI a atingir os resultados esperados. Para isso, foi realizada uma pesquisa de natureza descritiva-exploratória por meio de abordagem qualitativa. Para atingir este objetivo, foram feitos estudos teóricos das temáticas: Flexibilidade Organizacional, Gestão de Compras Públicas, Sistemas de Informação, Alinhamento Estratégico e Teoria da Negociação, de forma a se obter um melhor entendimento da pesquisa. Foi elaborado um questionário não estruturado, sendo este o instrumento de pesquisa que foi utilizado neste estudo. Aplicado o questionário diretamente aos participantes, obteve-se uma participação de 10 respondentes, sendo todos participantes dos processos licitatórios na empresa pública Delta. Uma vez efetuada a coleta de dados, foram analisadas as respostas utilizando uma modalidade da técnica de análise de conteúdo, chamada pattern-matching, com o propósito de comparar os resultados com o referencial teórico utilizado no estudo. Como resultado do estudo, identificou-se a utilização da abordagem distributiva nos processos licitatórios.porNegotiations for Mutual Gains (NMG)Public purchasesIT products and servicesNegociações de Ganhos Mútuos (NGM)Compras públicasProdutos e serviços de TIAdministração de empresasNegociaçãoCompras (Serviço público)Negociações de ganhos mútuos: um estudo de caso na empresa pública deltainfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisreponame:Repositório Institucional do FGV (FGV Repositório Digital)instname:Fundação Getulio Vargas (FGV)instacron:FGVinfo:eu-repo/semantics/openAccessORIGINALVitor Hugo.pdfVitor Hugo.pdfapplication/pdf469363https://repositorio.fgv.br/bitstreams/a3215971-e5e7-4a3d-843c-cec3d31ccc44/downloadc7c6c127a84ffb6332c1c5d77fa44c33MD51LICENSElicense.txtlicense.txttext/plain; charset=utf-84794https://repositorio.fgv.br/bitstreams/84fdaf19-7f8d-451f-b621-e841d1435233/downloadf64cc23171ca8a6c66057f59e6c1895aMD52TEXTVitor Hugo.pdf.txtVitor 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|
dc.title.por.fl_str_mv |
Negociações de ganhos mútuos: um estudo de caso na empresa pública delta |
title |
Negociações de ganhos mútuos: um estudo de caso na empresa pública delta |
spellingShingle |
Negociações de ganhos mútuos: um estudo de caso na empresa pública delta Ramos, Vitor Hugo da Costa Negotiations for Mutual Gains (NMG) Public purchases IT products and services Negociações de Ganhos Mútuos (NGM) Compras públicas Produtos e serviços de TI Administração de empresas Negociação Compras (Serviço público) |
title_short |
Negociações de ganhos mútuos: um estudo de caso na empresa pública delta |
title_full |
Negociações de ganhos mútuos: um estudo de caso na empresa pública delta |
title_fullStr |
Negociações de ganhos mútuos: um estudo de caso na empresa pública delta |
title_full_unstemmed |
Negociações de ganhos mútuos: um estudo de caso na empresa pública delta |
title_sort |
Negociações de ganhos mútuos: um estudo de caso na empresa pública delta |
author |
Ramos, Vitor Hugo da Costa |
author_facet |
Ramos, Vitor Hugo da Costa |
author_role |
author |
dc.contributor.unidadefgv.por.fl_str_mv |
Escolas::EBAPE |
dc.contributor.member.none.fl_str_mv |
Motta, Paulo Roberto Souza, Jano Moreira de |
dc.contributor.author.fl_str_mv |
Ramos, Vitor Hugo da Costa |
dc.contributor.advisor1.fl_str_mv |
Duzert, Yann |
contributor_str_mv |
Duzert, Yann |
dc.subject.eng.fl_str_mv |
Negotiations for Mutual Gains (NMG) Public purchases IT products and services |
topic |
Negotiations for Mutual Gains (NMG) Public purchases IT products and services Negociações de Ganhos Mútuos (NGM) Compras públicas Produtos e serviços de TI Administração de empresas Negociação Compras (Serviço público) |
dc.subject.por.fl_str_mv |
Negociações de Ganhos Mútuos (NGM) Compras públicas Produtos e serviços de TI |
dc.subject.area.por.fl_str_mv |
Administração de empresas |
dc.subject.bibliodata.por.fl_str_mv |
Negociação Compras (Serviço público) |
description |
Negotiation is the most efficient tool to achieve something you want, it occurs when there are conflicts and alternatives to be selected that can involve the whole company. The various alternatives have common and conflicting interests, expressing the complexity of relationships. With the increasing demand for agility in responding to the new profiles to search, organizations need to be more versatile in the process and faster to react to market changes, and the Negotiation of Mutual Gains (NMG) are a current driving value-creation. This dissertation aims to propose the use of tools of the theory of the NMG for the managers as a tool supporter of public purchases purchasers of products and services at IT to achieve the expected results. For this, we performed a search of a descriptive and exploratory using qualitative approach. To achieve this objective, theoretical studies were made of themes: Organizational Flexibility, Management of Public Procurement, Information Systems, Strategic Alignment and theory of negotiation in order to get a better understanding of the research. It was not drawn up a structured questionnaire, the research instrument used in this study. Applied the questionnaire directly to participants, it was obtained a participation of 10 respondents, all of participating in public bidding processes Delta. Once performed the data collection, the responses were analyzed using a form of the technique of content analysis, called pattern-matching in order to compare the results with the theoretical framework used in the study. As a result of the study, it was identified using the distributive approach in bidding processes. |
publishDate |
2009 |
dc.date.issued.fl_str_mv |
2009-01-30 |
dc.date.accessioned.fl_str_mv |
2010-03-10T19:08:38Z |
dc.date.available.fl_str_mv |
2010-03-10T19:08:38Z |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/masterThesis |
format |
masterThesis |
status_str |
publishedVersion |
dc.identifier.citation.fl_str_mv |
RAMOS, Vitor Hugo da Costa. Negociações de ganhos mútuos: um estudo de caso na empresa pública delta. Dissertação (Mestrado em Gestão Empresarial) - FGV - Fundação Getúlio Vargas, Rio de Janeiro, 2009. |
dc.identifier.uri.fl_str_mv |
http://hdl.handle.net/10438/4233 |
identifier_str_mv |
RAMOS, Vitor Hugo da Costa. Negociações de ganhos mútuos: um estudo de caso na empresa pública delta. Dissertação (Mestrado em Gestão Empresarial) - FGV - Fundação Getúlio Vargas, Rio de Janeiro, 2009. |
url |
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