Three-Strategy Level Negotiation Model and Four-Type Negotiation Matrix Applied to Brazilian Government Negotiation Cases

Abstract:

In this article, we tested and applied two negotiation tools into four Brazilian Government negotiation cases: (i) the Three-Strategy Level Negotiation Model, and (ii) the Four-Type Negotiation Matrix, aiming at addressing the nuances and challenges of Government negotiations in general. Key findings revealed both models suitable for deepening the current epistemology on the subject under review. Also, evidence suggests the adoption of integrative negotiation strategies for better deals. This research is intended to provide managers, practitioners, decision-makers, government agents, institutional government relations agents, with a new perspective on the negotiation dimensions, through the taxonomy presented. Implications of the four case findings for managerial practice are discussed.