HOW TO STRUCTURE A RETAIL PHARMACY BUSINESS NEGOTIATION
Keywords:
Pharmacy retail business negotiation, standard operating procedures (SOP), Four-Type Negotiation Matrix
Abstract
This article presents how to structure a real pharmacy retail business negotiation case scenario by adopting the Negotiation Map and the Four-Type Negotiation Matrix. The single descriptive case study involved two parties, one buyer and one supplier, in a bidding contest with the pharmacy retail business in Rio de Janeiro, Brazil, as the unit of analysis. Key findings pointed out planning negotiations to engagement as crucial to a better negotiation deal. Evidence also suggests structured negotiation approach is a sound strategy to be pursued. Finally, a completed negotiation map, implications, and discussion complete this article.
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References
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Dias, M.; Lopes, R.; Teles, A. (2020) Nonparametric Analysis on StructuredBrazilian Business Negotiations. Global Scientific Journal 8(6), 1511-22. https://doi.org/ 10.13140/RG.2.2.13318.60482
Dias, M. (2020b) Structured versus Situational Business Negotiation Approaches. Journal of Xidian University, 14(6), 1591 - 1604. https://doi.org/ 10.37896/jxu14.6/192
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. & Navarro, R. (2018). Teaching Materials: Role Play Simulation on Brazilian Government and Non-Market Forces Negotiation. European Journal of Training and Development Studies, 5(4), 45-56. doi: 10.6084/m9.figshare.7834415
Dias, M. (2012). Two Case Studies on how to Deal Effectively with Fixed plus Variable Costs Contracts. International Journal of Business and Management Studies, 1(3), 505-515. doi: 10.6084/m9.figshare.7832288
Dias, M. (2018) Evolution of Cooperative Societies in Brazil. International Journal of Community and Cooperative Studies, 6(4), 1-11. doi: 10.6084/m9.figshare.7834688
Dias, M. (2018). Heineken Brewing Industry in Brazil. International Journal of Management, Technology and Engineering, 8(9), 1304-1310. doi:16.10089/IJMTE2156
Dias, M. (2018). Light Vehicle Vehicle in Rio de Janeiro: Alternative to Public Transportation in Brazil? Australian Journal of Science and Technology.2(4), 187-193. doi: 10.6084/m9.figshare.7833362
Dias, M. (2018). O agente público e a confiança circunstancial: validação do modelo de escala. International Contemporary Management Review, 1(2), 1-17. doi: 10.6084/m9.figshare.7834697
Dias, M. (2018). Theoretical Approaches on Trust in Business Negotiations. Saudi Journal of Business and Management Studies,3(11), 1228-1234.doi: 10.21276/sjbms.2018.3.11.5
Dias, M. (2019). Air Passenger Transportation in Brazil. Global Scientific Journals. 7(10), 310-317. doi:10.13140/RG.2.2.26800.71688
Dias, M. (2019). Air transportation in Brazil: Guarulhos International Airport. South Asian Research Journal of Business and Management, 1(4), 182-187. doi: 10.36346/sarjbm. 2019.v01i04.004
Dias, M. (2019). Brasilia International Airport and the Evolution of Civil Aviation in Brazil. East African Scholars Journal of Economics, Business and Management, 2(12), 734-737. doi: 10.36349/EASJEBM.2019.v02i12.038
Dias, M. (2019). Brazilian Legislation on Executive Power: Provisory or Permanent Measures? Scholars International journal of Law, Crime and Justice, 2(10), 336-341. doi: 10.36348/SIJLCJ.2019.v02i10.007
Dias, M. (2019). Current Facts on Brazilian Cooperative Societies. Global Scientific Journals, 7(9), 624-633. doi:10.13140/RG.2.2.26553.72808
Dias, M. (2019). Is it Worth Competing at the Bargaining Table? Global Scientific Journals, 7(9), 1-14. doi: 10.13140/RG.2.2.11557.45288
Dias, M. (2019). New Structure on Cooperative Societies in Brazil: International Journal of Management, Technology and Engineering, 9(8), 202-214. doi:16.10089/IJMTE.2019.V9I8.19.29123
Dias, M. (2019). People, Process, and Substance: Current Definitions on Negotiation. International Journal of Commerce and Economics, 1 (3), 1-9. doi: 10.13140/RG.2.2.15836.95360
Dias, M. (2019). Santos Dumont Airport: Civil Aviation in Rio de Janeiro, Brazil. Saudi Journal of Engineering and Technology, 4(10), 418-421. doi: 10.36348/SJEAT.2019.v04i10.004
Dias, M. (2019).Teaching Materials on Brazilian Dairy Producer Negotiation. Global Scientific Journals, 7(8), 1052-1064. doi: 10.13140/RG.2.2.36690.50881
Dias, M. (2019).Teaching Materials: Role Play Simulation On Individual Business Debt Collection In Brazil. Global Scientific Journals,7(8), 844-859. doi: 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), 26-42. doi: 10.6084/m9.figshare.12389627
Dias, M. (2020). Air Transportation in Brazil: São Paulo Congonhas Airport. Global Scientific Journals, 8(2), 3244-3252. doi:10.11216/gsj.2020.02.35259
Dias, M. (2020). Case on Domestic Air Passenger Transport Market in Brazil. The Journal of Middle East and North Africa Sciences, 6(4), 5-9. doi: 10.13140/RG.2.2.12166.73280
Dias, M. (2020). Fatality, Malpractice, or Sabotage? Case on Craft Beer Poisoning in Minas Gerais, Brazil. East African Scholars Multidisciplinary Bulletin, 3(1), 26-31. doi: 10.36349/EASJMB.2020.v03i01.04
Dias, M. et al. (2014). Dudalina S/A: Case Study on How to Overcome Succession Barriers on a Brazilian Family Business. Business and Management Review, 3(12), 217-229. doi: 10.6084/m9.figshare.7834748
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Dias, M. et. al. (2014). Domestic Workers' Rights in Brazil: Improvement of Labor Regulation. Humanities and Social Sciences Review, 3(2), 9-21. doi: 10.6084/m9.figshare.7834745
Dias, M. et. al. (2014). FIAT and Chrysler in Brazil: Anatomy of an Alliance. International Journal of Business and Management Studies, 3(1), 1-13. doi: 10.6084/m9.figshare.7834739
Dias, M., (2016). São Francisco River Transposition Civil Work: Challenges to the Brazilian Economy. The International Journal of Business & Management. 4(12), 65-70. doi: 10.6084/m9.figshare.7834724
Dias, M., and Aylmer, R. (2018) Are the generational interactions in the Brazilian workplace different from other countries? Global Journal of Human Resource Management, 6(1), 9-25. doi: 10.6084/m9.figshare.7834634
Dias, M., Duzert, Y. (2016). Fiat Chrysler Automobiles in Brazil: Alliance Consolidated. The International Journal Of Business & Management, 4(2), 160-166. doi: 10.6084/m9.figshare.7834733
Dias, M., Falconi, Davi. (2018), The Evolution of Craft Beer Industry in Brazil. Journal of Economics and Business,1(4), 618-626. doi: 10.31014/aior.1992.01.04.55
Dias, M., Lopes, R. (2019). Rail Transportation in Brazil: Challenges and Opportunities. Arabian Journal of Business and Management Review (Kuwait Chapter), 8(4), 40-49. doi: 10.13140/RG.2.2.27687.70568
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Dias, M., Lopes, R. (2020). Air Cargo Transportation in Brazil. Global Scientific Journals. 8(2), 4180-4190.doi:10.13140/RG.2.2.30820.32648
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Published
2023-04-11
How to Cite
Teles Valente, R., & DIAS, M. D. (2023). HOW TO STRUCTURE A RETAIL PHARMACY BUSINESS NEGOTIATION. GPH-International Journal of Business Management, 6(04), 01-15. https://doi.org/10.5281/zenodo.7817264
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Copyright (c) 2023 Raphael Teles Valente & Dr. Murillo de Oliveira Dias
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