Publicação
Case-study: price negotiation between Amazon and whole foods
| datacite.subject.fos | Ciências Sociais::Economia e Gestão | pt_PT |
| dc.contributor.advisor | Costa, Luís Almeida | |
| dc.contributor.author | Romeo, Gabriella Maria Carmen | |
| dc.date.accessioned | 2019-05-10T10:55:46Z | |
| dc.date.available | 2020-05-30T00:30:46Z | |
| dc.date.issued | 2019-01-25 | |
| dc.description.abstract | This project illustrates the key strategic issues involved in price negotiations and discusses the main concepts and ideas to analyze such situations. In particular, this report presents a casestudy of a price negotiation to be used in Masters Programs and executive education workshops, as well as an analysis of the case-study. The case-study is based on a real-life price negotiation which happened in the context of an acquisition process between a global online retailer (the acquirer, Amazon.com, renamed Borneo) and a natural and biological certified grocery store (the target, Whole Foods Market, renamed Fit Veggies). The report is organized as follows: we start by briefly describing the negotiation between Amazon and Whole Foods. We then present the case-study, particularly the general and confidential instructions for both parties. Finally, we conduct a case review introducing the main ideas for analysis of a price negotiation. | pt_PT |
| dc.identifier.tid | 202224554 | pt_PT |
| dc.identifier.uri | http://hdl.handle.net/10362/69195 | |
| dc.language.iso | eng | pt_PT |
| dc.subject | Price negotiations | pt_PT |
| dc.subject | Single-issue negotiation | pt_PT |
| dc.subject | Distributive bargaining | pt_PT |
| dc.subject | Case-study | pt_PT |
| dc.subject | Role-play | pt_PT |
| dc.title | Case-study: price negotiation between Amazon and whole foods | pt_PT |
| dc.type | master thesis | |
| dspace.entity.type | Publication | |
| rcaap.rights | openAccess | pt_PT |
| rcaap.type | masterThesis | pt_PT |
| thesis.degree.name | 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 | pt_PT |