Negociação distributiva: o comportamento do executivo brasileiro

• Autor(a) principal: Leite, Jaci Corrêa
• Data de Publicação: 2009
• Tipo de documento: Relatório
• Idioma: por
• Título da fonte: Repositório Institucional do FGV (FGV Repositório Digital)
• Texto Completo: http://hdl.handle.net/10438/13423
• topic: Negociação distributiva; Conflito distributivo; Administração de empresas; Negociação

This report describes a research comprehending more than 1,100 pairs of students from executive education courses, who performed an exercise simulating a distributive negotiation. The records were collected from August of 2002 through December of 2004. The found results confirm some expectations from the literature, but they also reveal surprising issues, such as the fact that, in a distributive negotiation, the final outcome has only a little (if any) influence on the players’ satisfaction. Also surprising was the finding that, in opposition to the common sense, the players’ satisfaction is positively correlated to each other. We also found that the starting offer influences the final result, but less than the counteroffer does. These three major findings allow the development of some tactics for results optimization in distributive situations.