Escalation of conflict in FMCG industry: a negotiation case
Autor(a) principal: | |
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Data de Publicação: | 2015 |
Tipo de documento: | Dissertação |
Idioma: | eng |
Título da fonte: | Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
Texto Completo: | http://hdl.handle.net/10362/15668 |
Resumo: | This work project develops a case-study to be used in Negotiation courses, both in Masters programs and in executive education workshops. The case-study is based on a real-life negotiating situation in Belgium between Unilever, the second largest Fast Moving Consumer Goods (FMCG) company in the world, and Delhaize, one of the most important Belgium’s retailers, with a significant international presence. We also present an analysis of the negotiation based on relevant literature. First, a brief literature review is presented about how to deal with multiple-issue negotiations and how to deal with processes of escalation of conflict. These concepts are then applied to the analysis of the case-study. |
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Escalation of conflict in FMCG industry: a negotiation caseNegotiationPackage dealsProcesses of escalation of conflictFMCGDomínio/Área Científica::Ciências Sociais::Economia e GestãoThis work project develops a case-study to be used in Negotiation courses, both in Masters programs and in executive education workshops. The case-study is based on a real-life negotiating situation in Belgium between Unilever, the second largest Fast Moving Consumer Goods (FMCG) company in the world, and Delhaize, one of the most important Belgium’s retailers, with a significant international presence. We also present an analysis of the negotiation based on relevant literature. First, a brief literature review is presented about how to deal with multiple-issue negotiations and how to deal with processes of escalation of conflict. These concepts are then applied to the analysis of the case-study.Costa, Luís AlmeidaRUNPestana, João de Freitas Martins Gonçalves2015-10-23T09:27:49Z2015-062015-06-01T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisapplication/pdfhttp://hdl.handle.net/10362/15668TID:201473690enginfo:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2024-03-11T03:51:56Zoai:run.unl.pt:10362/15668Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T03:22:43.322244Repositório 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 |
Escalation of conflict in FMCG industry: a negotiation case |
title |
Escalation of conflict in FMCG industry: a negotiation case |
spellingShingle |
Escalation of conflict in FMCG industry: a negotiation case Pestana, João de Freitas Martins Gonçalves Negotiation Package deals Processes of escalation of conflict FMCG Domínio/Área Científica::Ciências Sociais::Economia e Gestão |
title_short |
Escalation of conflict in FMCG industry: a negotiation case |
title_full |
Escalation of conflict in FMCG industry: a negotiation case |
title_fullStr |
Escalation of conflict in FMCG industry: a negotiation case |
title_full_unstemmed |
Escalation of conflict in FMCG industry: a negotiation case |
title_sort |
Escalation of conflict in FMCG industry: a negotiation case |
author |
Pestana, João de Freitas Martins Gonçalves |
author_facet |
Pestana, João de Freitas Martins Gonçalves |
author_role |
author |
dc.contributor.none.fl_str_mv |
Costa, Luís Almeida RUN |
dc.contributor.author.fl_str_mv |
Pestana, João de Freitas Martins Gonçalves |
dc.subject.por.fl_str_mv |
Negotiation Package deals Processes of escalation of conflict FMCG Domínio/Área Científica::Ciências Sociais::Economia e Gestão |
topic |
Negotiation Package deals Processes of escalation of conflict FMCG Domínio/Área Científica::Ciências Sociais::Economia e Gestão |
description |
This work project develops a case-study to be used in Negotiation courses, both in Masters programs and in executive education workshops. The case-study is based on a real-life negotiating situation in Belgium between Unilever, the second largest Fast Moving Consumer Goods (FMCG) company in the world, and Delhaize, one of the most important Belgium’s retailers, with a significant international presence. We also present an analysis of the negotiation based on relevant literature. First, a brief literature review is presented about how to deal with multiple-issue negotiations and how to deal with processes of escalation of conflict. These concepts are then applied to the analysis of the case-study. |
publishDate |
2015 |
dc.date.none.fl_str_mv |
2015-10-23T09:27:49Z 2015-06 2015-06-01T00:00:00Z |
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.uri.fl_str_mv |
http://hdl.handle.net/10362/15668 TID:201473690 |
url |
http://hdl.handle.net/10362/15668 |
identifier_str_mv |
TID:201473690 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
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 |
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1799137865423126528 |