Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in Portugal

Detalhes bibliográficos
Autor(a) principal: Falcão, P. F.
Data de Publicação: 2014
Outros Autores: Reis, C.
Tipo de documento: Artigo
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: https://ciencia.iscte-iul.pt/public/pub/id/23436
http://hdl.handle.net/10071/9705
Resumo: The current business environment is characterized by globalization, technological development, strong competition, plus the growing need to identify opportunities and optimize resources. To succeed in this context, organizations require their executives to have excellent management skills particularly in the area of negotiation. There is a broad consensus in the scientific community about the importance of preparing for the negotiations as an essential step in determining a successful outcome (Thompson, 2008; Lewiki, Saunders & Minton, 1999; Ury, 1991; Kennedy, Benson & McMillan, 1986). This work aims to examine how executives of fast-moving consumer goods companies in Portugal prepare their commercial negotiations, and to identify differences that may exist between national and multinational companies. This study was based on literature research and on personal interviews conducted in 22 companies that altogether have a total turnover of approximately 3 billion euros, which is very representative of the large consumer goods sector in Portugal. The main conclusion of the study is that there are several areas of possible and desirable improvement, both in the evaluation of each of the parties and the circumstances in which negotiation takes place, as well as in their strategic and tactical planning.
id RCAP_2213dee124bf2a0238437de237826adf
oai_identifier_str oai:repositorio.iscte-iul.pt:10071/9705
network_acronym_str RCAP
network_name_str Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
repository_id_str 7160
spelling Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in PortugalNegotiationPreparationCommercialPortugalCompaniesNegociaçãoPreparaçãoComercialEmpresaThe current business environment is characterized by globalization, technological development, strong competition, plus the growing need to identify opportunities and optimize resources. To succeed in this context, organizations require their executives to have excellent management skills particularly in the area of negotiation. There is a broad consensus in the scientific community about the importance of preparing for the negotiations as an essential step in determining a successful outcome (Thompson, 2008; Lewiki, Saunders & Minton, 1999; Ury, 1991; Kennedy, Benson & McMillan, 1986). This work aims to examine how executives of fast-moving consumer goods companies in Portugal prepare their commercial negotiations, and to identify differences that may exist between national and multinational companies. This study was based on literature research and on personal interviews conducted in 22 companies that altogether have a total turnover of approximately 3 billion euros, which is very representative of the large consumer goods sector in Portugal. The main conclusion of the study is that there are several areas of possible and desirable improvement, both in the evaluation of each of the parties and the circumstances in which negotiation takes place, as well as in their strategic and tactical planning.ISG- Business School2015-09-10T10:08:38Z2014-01-01T00:00:00Z20142015-09-10T10:07:06Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttps://ciencia.iscte-iul.pt/public/pub/id/23436http://hdl.handle.net/10071/9705eng1647-1989Falcão, P. F.Reis, C.info:eu-repo/semantics/embargoedAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2023-11-09T17:56:37Zoai:repositorio.iscte-iul.pt:10071/9705Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-19T22:29:02.376842Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse
dc.title.none.fl_str_mv Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in Portugal
title Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in Portugal
spellingShingle Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in Portugal
Falcão, P. F.
Negotiation
Preparation
Commercial
Portugal
Companies
Negociação
Preparação
Comercial
Empresa
title_short Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in Portugal
title_full Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in Portugal
title_fullStr Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in Portugal
title_full_unstemmed Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in Portugal
title_sort Analysis of the preparation of commercial negotiations of fast-moving consumer goods companies in Portugal
author Falcão, P. F.
author_facet Falcão, P. F.
Reis, C.
author_role author
author2 Reis, C.
author2_role author
dc.contributor.author.fl_str_mv Falcão, P. F.
Reis, C.
dc.subject.por.fl_str_mv Negotiation
Preparation
Commercial
Portugal
Companies
Negociação
Preparação
Comercial
Empresa
topic Negotiation
Preparation
Commercial
Portugal
Companies
Negociação
Preparação
Comercial
Empresa
description The current business environment is characterized by globalization, technological development, strong competition, plus the growing need to identify opportunities and optimize resources. To succeed in this context, organizations require their executives to have excellent management skills particularly in the area of negotiation. There is a broad consensus in the scientific community about the importance of preparing for the negotiations as an essential step in determining a successful outcome (Thompson, 2008; Lewiki, Saunders & Minton, 1999; Ury, 1991; Kennedy, Benson & McMillan, 1986). This work aims to examine how executives of fast-moving consumer goods companies in Portugal prepare their commercial negotiations, and to identify differences that may exist between national and multinational companies. This study was based on literature research and on personal interviews conducted in 22 companies that altogether have a total turnover of approximately 3 billion euros, which is very representative of the large consumer goods sector in Portugal. The main conclusion of the study is that there are several areas of possible and desirable improvement, both in the evaluation of each of the parties and the circumstances in which negotiation takes place, as well as in their strategic and tactical planning.
publishDate 2014
dc.date.none.fl_str_mv 2014-01-01T00:00:00Z
2014
2015-09-10T10:08:38Z
2015-09-10T10:07:06Z
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv https://ciencia.iscte-iul.pt/public/pub/id/23436
http://hdl.handle.net/10071/9705
url https://ciencia.iscte-iul.pt/public/pub/id/23436
http://hdl.handle.net/10071/9705
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv 1647-1989
dc.rights.driver.fl_str_mv info:eu-repo/semantics/embargoedAccess
eu_rights_str_mv embargoedAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv ISG- Business School
publisher.none.fl_str_mv ISG- Business School
dc.source.none.fl_str_mv reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron:RCAAP
instname_str Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron_str RCAAP
institution RCAAP
reponame_str Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
collection Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
repository.name.fl_str_mv Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
repository.mail.fl_str_mv
_version_ 1799134852812898304