Resumo

MANFREDI, Luciana C.  e  GONZALEZ-ARAGON, Édgar Alberto. Caribbean Autoparts. Strategically negotiating. estud.gerenc. [online]. 2017, vol.33, n.144, pp.309-316. ISSN 0123-5923.  https://doi.org/10.1016/j.estger.2017.07.003.

This case study illustrates a negotiation between a manufacturing company and its machinery supplier. The problem started because it was not possible to achieve the optimal performance of a machine that is critical to meet the increasing demand caused by the opening of a new market, which generates high overruns for the company that are expected to be assumed by the supplier. It details how this negotiation was handled, the previous preparation that was carried out before the parties met to negotiate, the negotiation development and the result obtained. It includes a post-negotiation event, which threatens to reopen the discussion on points already agreed, and which leads the reader to question whether the situation was well handled. The discussion on both pre-preparation and management of subsequent events leading to a new negotiation after the closing of the initial negotiation is open.

Palavras-chave : Negotiation; Planning; Strategy; Case study.

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