When The Rules Change in the Middle of the Game: A Brazilian Negotiation Case
Abstract
This article illustrates a Type II negotiation, a real estate negotiation involving a development company and a landowner, impacted by changes in government regulations, which reduced the project's viability by limiting the number of floors and housing units. The company successfully renegotiated the land price, reaching a mutually beneficial agreement of $ 1 million, highlighting the importance of collaborative negotiation, adaptability, and awareness of regulatory changes in business dealings. Discussion and recommendatrions comprise thia work.
Downloads
References
Bazerman, M. H., & Moore, D. A. (1994). Judgment in managerial decision making. Wiley.
Brasil (2002). Brazilian Civil Code. Law 14.406/02. Retrieved from https://www.planalto.gov.br//ccivil_03/leis/2002/l10406compilada.htm on 2 May 2025.
Cunha, N.C., Dias, M. (2021) Contract Negotiation: When the Detail Saved the Day.GSJ 9(12), 130-141; https://doi.org/ 10.11216/gsj.2021.12.56418
Dias, M (2021) Is the Covid-19 Pandemic Promoting More Empathetic Internal Business Negotiations? International Journal of Research in Commerce and Management Studies, 3(2), 51-64.https://doi.org/ 10.6084/m9.figshare.14346521
Dias, M, Leitão, R., Batista, R., Medeiros, D. (2022) Writing the Deal: Statistical Analysis of Brazilian Business Negotiations on Intangible Assets. European Journal of Business and Management Research, 7(1), 61-65; https://doi.org/ 10.24018/ejbmr.2022.7.1.1233
Dias, M. (2020) The Four-Type Negotiation Matrix: A Model for Assessing Negotiation Processes. British Journal of Education, 8(5), 40-57. https://doi.org/ 10.37745/bje/vol8.no5.p40-57.2020
Dias, M. (2020a) Is There Any Difference Between Night and Day Business Negotiations? A Statistical Analysis. Journal of Xidian University, 14(6), 2417 - 2430. https://doi.org/ 10.37896/jxu14.6/287
Dias, M. (2020b) Predictive Model on Intangible Assets Negotiation: Linear Regression Analysis. Journal of Xidian University, 14(7), 1420-1433. https://doi.org/ 10.37896/jxu14.7/161
Dias, M. (2020c) Structured versus Situational Business Negotiation Approaches. Journal of Xidian University, 14(6), 1591 - 1604. https://doi.org/ 10.37896/jxu14.6/192
Dias, M. (2020d) The Effectiveness of Mediation in Brazilian Business Negotiations. European Modern Studies Journal, 4(5), 181-188.https://doi.org/ 10.6084/m9.figshare.13066025
Dias, M. Navarro, R. (2020). Three-Strategy Level Negotiation Model and Four-Type Negotiation Matrix Applied to Brazilian Government Negotiation Cases. British Journal of Management and Marketing Studies, 3(3), 50-66. https://doi.org/ 10.6084/m9.figshare.12479861
Dias, M., (2023)Teaching Materials on Warehouse Construction Negotiation. International Journal of Business Management, 6(9), 89-102, https://doi.org.10.5281/zenodo.8396647
Dias, M., (2023a)Teaching Materials on Paint Shop Business Negotiation. International Journal of Applied Management Science, 4(9), 1-13, https://doi.org/10.5281/zenodo.8396627
Dias, M., (2023b)Teaching Materials on Private Healthcare Negotiation.International Journal of Social Science and Humanities Research, 6(9), 105-117, https://doi.org.10.5281/zenodo.8396612
Dias,M., (2023c). Teaching Materials on Security Technician Business Negotiation. International Journal Of Educational Research, 6(8), 12-27; https://doi.org.10.5281/zenodo.8367744
Dias, M., (2023d). Role-Play Simulation on Locksmith Business Negotiation. GPH-International Journal of Social Science and Humanities Research, 6(8), 44-56; https://doi.org.1 10.5281/zenodo.8359959
Dias, M., Lafraia, J.,Schmitz, T. &Vieira, P. (2023). Systematic Literature Review on Negotiation & Conflict Management. European Journal of Theoretical and Applied
Dias, M., Lopes, R. (2020) Do Social Stereotypes Interfere in Business Negotiations? British Journal of Marketing Studies, 8(4), 16-26. https://doi.org/ 10.6084/m9.figshare.12501293.v1
Dias, M., Lopes, R., Cavalcanti, G., Golfetto, V. (2020) Role-Play Simulation on Software Contract Negotiation. Global Scientific Journals, 8(6), 1-10. https://doi.org/ 10.11216/gsj.2020.06.40176
Dias, M., Lopes, R., Duzert, Y. (2020) Mapping the Game: Situational versus Structured Negotiations. Saudi Journal of Economics and Finance, 4(6): 271-275. https://doi.org/ 10.36348/sjef.2020.v04i06.012
Dias, M., Lopes, R., Teles, A., Castro, A., Pereira, A. (2020) Teaching Materials on Extrajudicial Settlement Negotiation. Global Scientific Journals, 8(5), 1529-1539. https://doi.org/ 10.11216/gsj.2020.05.39996
Dias, M., Nascimento, C.; Lima, M.; Santos, A.; Duarte, M.; Rocha, M.; Martins, M.; Mendes, F.; Filho, R.; Marques, L.; Filho, C.C. (2021) Role-Play Simulation on Contract Bidding Negotiation. GSJ, 9(9), 486-499.https://doi.org/ 10.11216/gsj.2021.09.54036
Dias, M., Pereira, L., Teles, A. Lafraia, J. (2023) Show Me Your Hands:A Moderator Effect Analysis on Nonverbal Behavior at the Bargaining Table. EJTAS, 1(2), 119-127 https://doi.org/10.59324/ejtas.2023.1(2).12
Dias, M., Pereira, L., Vieira, P., Barbosa, L., Quintão, H., Lafraia, J. (2023) Mediation & Dispute Board Resolution: A Systematic Literature Review. GPH-International Journal of Social Science and Humanities Research,6(5), https://doi.org/10.5281/zenodo.7952719
Dias, M., Toledo, R., Silva, A., Santos,M. , Aragão, M, Junior, M., Rocha, C., Silva,G., Marques Filho, C. (2022) Buyer-SellerNegotiation: Military Cargo Jet Acquisition. GSJ, 10(10), 2481-90.https://doi.org/10.11216/gsj.2022.10.78649
Dias, M.; Almeida, F.; Silva; Russo, J.; Machado, V.; Costa, J.; Barbosa, M.; Jornada, F.; Filho, C. (2022) Role-Play Simulationon Vehicle Acquisition: Buyer-SellerNegotiation. GSJ (10)8, 1817-28; https://doi.org/ 10.11216/gsj.2022.08.77291
Dias, M.; Andrade, S.; Silva, M. R.; Teles, G.; Mello, B.; Moura, R.; Salazar, A.; Sotoriva, L.M.; Mariotti, A; Filho, C. (2021) Role-play Simulation on Buyer-Seller Knowledge Transfer. GSJ, 9(8), 2340-52.https://doi.org/ 10.11216/gsj.2021.08.53672
Dias, M.; Duzert, Y.; Lopes, R. (2021) Perspectiva Epistêmica do Processo de Negociação. International Journal of Development Research, 11(7), 48803-10. https://doi.org/ 10.37118/ijdr.22463.07.2021
Dias, M.; Lopes, R. (2021). A Confiança transformativa em negociações.International Journal of Development Research, 11(6), pp. 48178-82. https://doi.org/ 10.37118/ijdr.22261.06.2021
Dias, M.; Lopes, R. (2021). O dilema da confiança aplicado à negociação de escopo em gerenciamentos projetos.International Journal of Development Research, 11(8), pp. 49225-30. https://doi.org/ https://doi.org/10.37118/ijdr.22676.08.2021
Dias, M.; Lopes, R.; Teles, A. (2020) Nonparametric Analysis on Structured Brazilian Business Negotiations. Global Scientific Journal 8(6), 1511-22. https://doi.org/ 10.13140/RG.2.2.13318.60482
Dias, M.; Netto, P.C; Oliveira, F.; Melo, L.; Cavalcanti, S.; Marques, A.; Silveira, F.M., Bastos, E.H.; Pitangueira, A.L;Vaz, H.; Filho, C.C.(2021) Role-Play Simulation on Land Invasion Negotiation. GSJ, 9(8), 2916-29.https://doi.org/ 10.11216/gsj.2021.08.53806
Dias, M.; Silva, L. (2021) Role-Play Simulation on Basic Sanitation Services Contract Negotiation. Global Scientific Journal, 9(6), 1081-1098.https://doi.org/ 10.11216/gsj.2021.06.51827
Dias, M.;Pires,R.;Genial, R.;Santos, P.;Araújo, L.;Moura, F.; Lima, S.Nascimento, F. Marques Filho, C. (2022) Case Study on Buyer-Seller Negotiation: Ultrabook Government Acquisition. GSJ (10)9, 1737-45; https:/doi.org/10.11216/gsj.2022.09.77913
Dias, Murillo; Waltz, Flavio; Oliveira, Barbara. Y. (2021) Teaching Materials on Brazilian Private Companies: Software Contract Negotiation. Global Scientific Journals, 9(1), 2499-2508. https://doi.org/ 10.13140/RG.2.2.10976.61448
Fisher, R. and Ury, W., (1981). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books
Kissinger, H.A., 1969. Nuclear Weapons and Foreign Policy. W.W. Norton.
Lax, D.A., & Sebenius, J.K. (1986). The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain.
Navarro, R. , Dias, M. (2024)Nonmarket Negotiations:Leveraging Performance when Negotiating with Governments, Influencers, Media, NGOs, Communities and other Key Stakeholders.BJMAS,5(2),90-113.DOI:10.37745/bjmas.2022.0460
Pruitt, D.G. (1981). Negotiation Behavior. Academic press.
Raiffa, H., Richardson, J., & Metcalfe, D. (2002). Negotiation analysis: The science and art of collaborative decision making. Harvard University Press
Rubin, K. H., & Brown, I. D. (1975). A life-span look at person perception and its relationship to communicative interaction. Journal of Gerontology, 30(4), 461-468.
Salacuse, J. (2003). The Global Negotiator. New York: Palgrave, Macmillan.
Salacuse, J. (2006). Leading Leaders: how to Manage Smart, Talented, Rich and Powerful People. NY: AMACOM.
Santos, M. and Dias, M. (2024) The Seven Forces That Shape Trust in Virtual Negotiation: A Qualitative Study. Open Journal of Business and Management, 12, 2208-2223. doi: 10.4236/ojbm.2024.124113.
Santos, M.; Dias, M. (2024). Best Practices for Building Trust in Virtual Business Negotiations,British Journal of Multidisciplinary and Advanced Studies, 5(2),45-66; https://doi.org/10.37745/bjmas.2022.0450
Sartori, S.; Jantsch, M. Dias, M. Navarro, R. (2020) Negotiating with Indigenous Peoples: Land Area Acquisition for the Fulkaxó Reserve in Brazil. Saudi Journal of Economics and Finance, 4(9), 457-461.https://doi.org/ 10.36348/sjef.2020.v04i09.006
Saunders, M.; Lewis, P.; Thornhill, A. (2009). Research Methods for Business Students. Prentice Hall, 5th edition.
Schatzki, M.; Coffey; W. (1981). Negotiation: The Art of Getting What You Want. Signet
Shell, Richard (2006). Bargaining for Advantage. Penguin Books.
Valente, R., and Dias, M. (2023)How To Structure A Retail Pharmacy Business Negotiation. Gph-International Journal Of Business Management, 6 (4), 1-15; https://doi.org/10.5281/zenodo.7817264
Yin, R. K. (2004). The case study anthology. Sage.
Zartman, I. W. (1988). Common elements in the analysis of the negotiation process. NegotiationJournal, 4(1), 31-43.
Author(s) and co-author(s) jointly and severally represent and warrant that the Article is original with the author(s) and does not infringe any copyright or violate any other right of any third parties, and that the Article has not been published elsewhere. Author(s) agree to the terms that the Global Publication House will have the full right to remove the published article on any misconduct found in the published article.
