Utilize este identificador para referenciar este registo: http://hdl.handle.net/10362/15668
Título: Escalation of conflict in FMCG industry: A negotiation case
Autor: Pestana, João de Freitas Martins Gonçalves
Orientador: Costa, Luís Almeida
Palavras-chave: Negotiation
Package deals
Processes of escalation of conflict
Data de Defesa: Jun-2015
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.
URI: http://hdl.handle.net/10362/15668
Designação: 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
Aparece nas colecções:NSBE: Nova SBE - MA Dissertations

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