Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to Brazil

Detalhes bibliográficos
Autor(a) principal: Bernardo, Mario Di
Data de Publicação: 2014
Tipo de documento: Dissertação
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: http://hdl.handle.net/10362/17437
Resumo: International businesses bring with them additional negotiation complexities and extra risks, thus calling for negotiation integrative solutions and additional legal protection. The recent economic crisis forced, companies, including SMEs, to look for international markets and face these additional complexities and issues. In the search for a practical and simplified solution, to serve less sophisticated companies, this paper brings insights from the negotiation literature to a specific legal issue. Specifically, I investigate the negotiation and use of contingent agreements as a tool for facilitating the negotiation process and managing risk in international deals. Looking into an international sale of goods from Portugal to Brazil, this paper proposes the structuring of two contingent contracts related to two category of products in order to demonstrate the potential benefits of some of its relevant features, specifically the creation of incentives and identification and allocation of future risks. In general, the structuring of contingent agreements is likely to provide positive results in mitigating the issues of lack of trust and dealing with the additional risks derived from international deals, therefore facilitating and improving the overall quality of the deal.
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spelling Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to BrazilDomínio/Área Científica::Ciências SociaisInternational businesses bring with them additional negotiation complexities and extra risks, thus calling for negotiation integrative solutions and additional legal protection. The recent economic crisis forced, companies, including SMEs, to look for international markets and face these additional complexities and issues. In the search for a practical and simplified solution, to serve less sophisticated companies, this paper brings insights from the negotiation literature to a specific legal issue. Specifically, I investigate the negotiation and use of contingent agreements as a tool for facilitating the negotiation process and managing risk in international deals. Looking into an international sale of goods from Portugal to Brazil, this paper proposes the structuring of two contingent contracts related to two category of products in order to demonstrate the potential benefits of some of its relevant features, specifically the creation of incentives and identification and allocation of future risks. In general, the structuring of contingent agreements is likely to provide positive results in mitigating the issues of lack of trust and dealing with the additional risks derived from international deals, therefore facilitating and improving the overall quality of the deal.Patient, DavidMatos, João Amaro deRUNBernardo, Mario Di2016-05-23T16:17:30Z2014-072014-07-01T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisapplication/pdfhttp://hdl.handle.net/10362/17437TID:201210657enginfo: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:RCAAP2024-03-11T03:55:23Zoai:run.unl.pt:10362/17437Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T03:23:58.515926Repositório 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 Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to Brazil
title Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to Brazil
spellingShingle Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to Brazil
Bernardo, Mario Di
Domínio/Área Científica::Ciências Sociais
title_short Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to Brazil
title_full Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to Brazil
title_fullStr Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to Brazil
title_full_unstemmed Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to Brazil
title_sort Contingent contracts: a tool for facilitating the negotiation and managing risks. The case of an international sale of goods from Portugal to Brazil
author Bernardo, Mario Di
author_facet Bernardo, Mario Di
author_role author
dc.contributor.none.fl_str_mv Patient, David
Matos, João Amaro de
RUN
dc.contributor.author.fl_str_mv Bernardo, Mario Di
dc.subject.por.fl_str_mv Domínio/Área Científica::Ciências Sociais
topic Domínio/Área Científica::Ciências Sociais
description International businesses bring with them additional negotiation complexities and extra risks, thus calling for negotiation integrative solutions and additional legal protection. The recent economic crisis forced, companies, including SMEs, to look for international markets and face these additional complexities and issues. In the search for a practical and simplified solution, to serve less sophisticated companies, this paper brings insights from the negotiation literature to a specific legal issue. Specifically, I investigate the negotiation and use of contingent agreements as a tool for facilitating the negotiation process and managing risk in international deals. Looking into an international sale of goods from Portugal to Brazil, this paper proposes the structuring of two contingent contracts related to two category of products in order to demonstrate the potential benefits of some of its relevant features, specifically the creation of incentives and identification and allocation of future risks. In general, the structuring of contingent agreements is likely to provide positive results in mitigating the issues of lack of trust and dealing with the additional risks derived from international deals, therefore facilitating and improving the overall quality of the deal.
publishDate 2014
dc.date.none.fl_str_mv 2014-07
2014-07-01T00:00:00Z
2016-05-23T16:17:30Z
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