Strategic Negotiation in Business Acquisition: Food Service Distributor Case Analysis
Abstract
This article investigates the negotiation process for buying Food Service Distributor Ltd., a Brazilian company that supplies food to supermarkets, bakeries, and restaurants. It has been in operation for over three decades and has a stable portfolio of clients, a reputation, and a well-known brand. The owner is willing to retire and sell the business to another food service retailer. This case highlights the importance of strategic negotiation, effective communication, and creative deal-making in corporate acquisitions. The analysis offers context for the negotiation dynamics, strategies, and outcomes, which are helpful for business practitioners and negotiators.
Downloads
References
Barros, D. D., & Dias, M. (2025). Effective Labor Claim Negotiation: A Brazilian Case Study. GPH-International Journal of Social Science and Humanities Research, 8(04), 76-86. https://doi.org/10.5281/zenodo.15388437
Bazerman, M. H., & Moore, D. A. (1994). Judgment in managerial decision making. Wiley.
Côrrea, D., Santana, A. C., & Dias, M. (2025). Deal-Making in Private Equity: Lessons from a Brazilian Tech Company and Private Equity Firm Negotiation. GPH-International Journal of Computer Science and Engineering, 8(01), 50-61. https://doi.org/10.5281/zenodo.15388600
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
Delgado, I., & Dias, M. (2025). Buyer-seller Negotiation on Camera Vision System: Brazilian Case. GPH-International Journal of Computer Science and Engineering,8(01), 26-36. https://doi.org/10.5281/zenodo.15316619
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. (2019).Teaching Materials: Role-Play Simulation on Individual Business Debt Collection in Brazil. Global Scientific Journals,7(8), 844-859. https://doi.org/ 10.11216/gsj.2019.08.26134
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-Seller Negotiation: 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 Simulation on Vehicle Acquisition: Buyer-Seller Negotiation. 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. (2019). Teaching Materials: Role-Play Simulation on Small Business Debt Collection in Brazil. International Journal of Management, Technology and Engineering, 9(8), 237-249. https://doi.org/16.10089/IJMTE.2019.V9I8.19.29127
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
Gasparini, P. P., Vieira, K. B., & Dias, M. (2025). Disney’s Pixar Animation Studios Acquisition Case: Revitalization or Trouble? GPH-International Journal of Social Science and Humanities Research, 8(04), 46-57. https://doi.org/10.5281/zenodo.15365962
Lago, I. dos S., Amaral, N. G., & Dias, M. (2025). Strategic Negotiation in Real Estate Transactions: Brazilian Case. GPH-International Journal of Social Science and Humanities Research, 8(04), 66-75. https://doi.org/10.5281/zenodo.15379456
Lax, D.A., & Sebenius, J.K. (1986). The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain.
Moura, L. D., & Dias, M. (2025). Family Ties and Business Deals: Resolving a Partnership Dispute through Negotiation. GPH-International Journal of Educational Research, 8(04), 01-11. https://doi.org/10.5281/zenodo.15336464
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
Panzarini, C, Dias, M. (2025). Court of Auditors and Legislative Responsibility for Fundamental Rights: Brazilian Case. European Journal of Business and Innovation Research,13(3), 80-97, https://doi.org/10.37745/ejbir.2013/vol13n38097
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. (2024b). 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
Scheuer, E. M., & Dias, M. (2025). Brazilian Baker Shop: A Case Study on Collaborative Negotiation. GPH-International Journal of Social Science and Humanities Research, 8(04), 35-45. https://doi.org/10.5281/zenodo.15350144
Shell, Richard (2006). Bargaining for Advantage. Penguin Books.
Smejoff, R., Zornitta, J., & Dias, M. (2025). Brazilian Case on Civil Construction Works Negotiation: Clinic Expansion. GPH-International Journal of Applied Science, 8(04), 01-11. https://doi.org/10.5281/zenodo.15357180
Soliva, R., & Dias, M. (2025). When The Rules Change in the Middle of the Game: A Brazilian Negotiation Case. GPH-International Journal of Educational Research, 8(04), 12-21. https://doi.org/10.5281/zenodo.15336509
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
Valle, J. M., Trindade, S. P., & Dias, M. (2025). From Distributive to Integrative: A Strategic Negotiation for Supply Chain Optimization in Brazil. GPH-International Journal of Computer Science and Engineering, 8(1), 37-49. https://doi.org/10.5281/zenodo.15317527
Valle, J. M., Trindade, S. P., & Dias, M. (2025). From Distributive to Integrative: A Strategic Negotiation for Supply Chain Optimization in Brazil. GPH-International Journal of Computer Science and Engineering, 8(1), 37-49. https://doi.org/10.5281/zenodo.15317527
Vidaletti, M., Ferreira, L. L., & Dias, M. (2025). M&A in the Energy Sector: A Brazilian Complex Negotiation Case. GPH-International Journal of Applied Management Science, 5(03), 21-30. https://doi.org/10.5281/zenodo.15373116
Yin, R. K. (2004). The case study anthology. Sage.
Zartman, I. W. (1988). Common elements in the analysis of the negotiation process. Negotiation Journal, 4(1), 31-43.
The authors and co-authors warrant that the article is their original work, does not infringe any copyright, and has not been published elsewhere. By submitting the article to GPH-International Journal of Business Management, the authors agree that the journal has the right to retract or remove the article in case of proven ethical misconduct.
