Case study: a negotiation between a shopping center and a retailer

Detalhes bibliográficos
Autor(a) principal: Freitas, Henrique José Serrano Costa
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/10362/11822
Resumo: A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and Economics
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spelling Case study: a negotiation between a shopping center and a retailerSingle-issue LogicPackage-deal ApproachCase studyNegotiations between Shopping centres and retailersA Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and EconomicsThe main purpose of our project consisted in analyzing a real negotiation between a shopping centre and a retailer, which took place in the Spanish market. Through its analysis and by studying different approaches to a negotiation, we were able to understand negative aspects as well as identify several improvement opportunities. We concluded that having a package-deal approach, where parties attempt to link all variables brought to the discussion, is crucial for the creation of value is this sort of negotiation. Additionally, we developed a case study to be used on Negotiation analysis courses as a tool to introduce differences between single and multiple-issue negotiations. The case study was also developed in order to understand how the discussion could have been conducted more effectively, leading parties to achieve a mutually beneficial deal.NSBE - UNLCosta, Luís AlmeidaRUNFreitas, Henrique José Serrano Costa2014-012014-01-01T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisapplication/pdfhttp://hdl.handle.net/10362/11822TID:201476258enginfo: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:RCAAP2024-03-11T03:46:29Zoai:run.unl.pt:10362/11822Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T03:20:33.796924Repositório 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 Case study: a negotiation between a shopping center and a retailer
title Case study: a negotiation between a shopping center and a retailer
spellingShingle Case study: a negotiation between a shopping center and a retailer
Freitas, Henrique José Serrano Costa
Single-issue Logic
Package-deal Approach
Case study
Negotiations between Shopping centres and retailers
title_short Case study: a negotiation between a shopping center and a retailer
title_full Case study: a negotiation between a shopping center and a retailer
title_fullStr Case study: a negotiation between a shopping center and a retailer
title_full_unstemmed Case study: a negotiation between a shopping center and a retailer
title_sort Case study: a negotiation between a shopping center and a retailer
author Freitas, Henrique José Serrano Costa
author_facet Freitas, Henrique José Serrano Costa
author_role author
dc.contributor.none.fl_str_mv Costa, Luís Almeida
RUN
dc.contributor.author.fl_str_mv Freitas, Henrique José Serrano Costa
dc.subject.por.fl_str_mv Single-issue Logic
Package-deal Approach
Case study
Negotiations between Shopping centres and retailers
topic Single-issue Logic
Package-deal Approach
Case study
Negotiations between Shopping centres and retailers
description A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and Economics
publishDate 2014
dc.date.none.fl_str_mv 2014-01
2014-01-01T00:00:00Z
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/10362/11822
TID:201476258
url http://hdl.handle.net/10362/11822
identifier_str_mv TID:201476258
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.publisher.none.fl_str_mv NSBE - UNL
publisher.none.fl_str_mv NSBE - UNL
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
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