ROLE-PLAY SIMULATION ON LOCKSMITH BUSINESS NEGOTIATION
Keywords:
Negotiation, Locksmith, retail busines, Asymmetry of Power, Teaching materials
Abstract
The present research focuses on a case study of a locksmith business negotiation in Brazil. Its objective is to enhance the negotiation abilities of business negotiators, academics, and practitioners through a role-play simulation involving two parties and many issues. The present legal matter pertains to a government-owned enterprise and a privately-owned software producer, occurring within one month before the expiration of their contractual agreement spanning two years. The key results underscored the need to enhance integrative tactics, including the comprehension of the underlying interests of the other party and the production of value to attain mutually beneficial agreements. The potential ramifications of this study indicate the possibility of replicating the findings in many different commercial contexts, particularly those characterized by an imbalance of power. This study paper concludes with a discussion and provides recommendations for further research.
Downloads
Download data is not yet available.
References
Craveiro, & Dias, M. (2019). Case on Brazilian Health Care Unit on Pulmonary Tuberculosis. Global Scien-tific Journals, 7(12), 613-625. doi: 10.11216/gsj.2019.12.32559
Cruz, B.S.; Dias, M. (2020). COVID-19: from Outbreak to Pandemic. Global Scientific Journals, 8(3), 2230-2238. doi: 10.11216/gsj.2020.03.37636
Cruz, B.S.; Dias, M. (2020). Crashed Boeing 737-MAX: Fatalities or Malpractice? Global Scientific Jour-nals, 8(1), 2615-2624. doi: 10.11216/gsj.2020.01.34917
Cruz, B.S.; Dias, M. (2020). Does Digital Privacy Really Exist? When the Consumer Is the Product. Saudi Journal of Engineering and Technology, 5(2), 0-4. doi: 10.36348/sjet.2020.v05i02.00X
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. & 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. In-ternational 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 Co-operative 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 In-ternational 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 Engi-neering 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
Dias, M. et al. (2015). Brazilian Fashion Business Dudalina S/A: Case Revisited. International Journal of Business and Management Studies, 4(1), 11-24. doi: 10.6084/m9.figshare.7834730
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 Busi-ness 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
Dias, M., Lopes, R. (2020) Will the COVID-19 Pandemic Reshape our Society? EAS Journal of Humanities and Cultural Studies (EAS J Humanit Cult Stud). 2(2), 93-97. doi: 10.36349/EASJHCS.2020.V02I02.013
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
Dias, M., Lopes, R. (2020). Case on fatal Ship Failure Services: Onboard. Arabian Journal of Business and Management Review (Kuwait Chapter), 9(1), 10-19 doi: 10.13140/RG.2.2.14280.26887
Dias, M., Lopes, R. (2020). Case on Leading Commercial Aircraft in the Brazilian Domestic Aviation Market. International Journal of Academic Research in Accounting, Finance and Management Sciences,10(1), 165-171. doi: 10.6007/IJARAFMS/v10-i1/7064
Dias, M., Lopes, R., Teles, A. (2020) Could Boeing 737 MAX Crashes be Avoided? Factors that Undermined Project Safety. Global Scientific Journals, 8(4), 187-196. doi: 10.11216/gsj.2020.04.38187
Dias, M., Lopes, R., Teles, A. (2020) Will Virtual Replace Classroom Teaching? Lessons from Virtual Classes via Zoom in the Times of COVID-19. Journal of Advances in Education and Philosophy, 4(5), 208-213. doi: 10.36348/jaep.2020.v04i05.004
Dias, M., Lopes, R., Teles, A., Castro, A., Pereira, A. (2020) Teaching Materials on Extrajudicial Settlement Negotiation. Global ScientificJournals, 8(5), 1529-1539. doi: 10.11216/gsj.2020.05.39996
Dias, M., Navarro, R. (2017). O Fator Confiança em Relações Governamentais e sua importância para o futuro da atividade. Revista Brasileira de Relações Institucionais e Governamentais, 1(3), 38-41. doi: 10.6084/m9.figshare.7834697
Dias, M., Navarro, R. (2018). Is Netflix DominatingBrazil? International Journal of Business and Manage-ment Review. 6, No.1, 19-32, January 2018. ISSN: 2052-6407. doi: 10.6084/m9.figshare.7834643
Dias, M., Navarro, R.; Valle, A. (2013). BMW and Brazilian Federal Government: Enhancing the Automotive Industry Regulatory Environment. International Journal of Arts and Sciences, 6(2), 551-567. doi: 10.6084/m9.figshare.7834742
Dias, M., Teles, A. Duzert, Y. (2018) Did Embraer Succeed In Adopting The International Financial Report-ing Standards (IFRS) In Brazil? European Journal of Accounting, Auditing and Finance Research, 6(2), 51-62. doi: 10.6084/m9.figshare.7834637
Dias, M., Teles, A., Duzert, Y. (2018) Will Boeing Succeed with the Embraer Acquisition Operation, Despite the Brazilian Federal Government Golden Share Veto? International Journal of Business and Manage-ment Review, 6(2), 55-64. doi:10.6084/m9.figshare.7834718
Dias, M.; (2018). Seven supportive Theories on Negotiation. Global Journal of Research Analysis, 7(11), 493-494. doi:10.15373/22778160. doi: 10.6084/m9.figshare.7834349
Dias, M.; Alves, H.; Pezzella, M. (2016) São Francisco Valley: Vitiviniculture Activities in the Brazilian Un-thinkable Semiarid Climate and its Challenges. International Journal of Business and Management Re-view 4(10), 1-13. doi: 10.6084/m9.figshare.7834727
Dias, M.; Aylmer, R. (2018) Is the Brazilian Civil Service reform about to succeed? Global Journal of Polit-ical Science and Administration, 6(2), 13-25. doi: 10.6084/m9.figshare.7834694
Dias, M.; Aylmer, R. (2019) Behavioral Event Interview: Sound Method for In-depth Interviews. Arabian Journal of Business and Management Review (Oman Chapter),8(1), 1-6. doi:10.13140/RG.2.2.18327.62881
Dias, M.; Craveiro, F. M. (2019). Brazilian Agriculture Cooperative: Vinícola Aurora Case. International Journal of Management, Technology and Engineering.9(3), 2551-2561. doi: 16.10089.IJMTE/2019.V9I3.19.27743
Dias, M.; Davila Jr., E. (2018) Overcoming Succession Conflicts in a Limestone Family Business In Brazil. International Journal of Business and Management Review,6(7), 58-73. doi: 10.6084/m9.figshare.7834703
Dias, M.; Duzert, Y. (2017). Teaching Materials: Role Play Simulation on E-Business Negotiation. European Journal of Training and Development Studies, 4(3), 1-15. doi: 10.6084/m9.figshare.7834655
Dias, M.; Duzert, Y. (2017). Teaching Materials: Role Play Simulation on E-Business Negotiation. European Journal of Training and Development Studies, 4(3), 1-15. doi: 10.6084/m9.figshare.7834655
Dias, M.; Duzert, Y. (2019). Teaching Materials: Role Play Simulation on Romantic Involvement In The Workplace. International Journal of Management, Technology and Engineering, 9(1), 124-133. doi:16.10089/IJMTE. 2019.V9I01.18.27418
Dias, M.; Duzert, Y. (2019). Teaching Materials: Role Play Simulation on Romantic Involvement In The Workplace. International Journal of Management, Technology and Engineering, 9(1), 124-133. doi:16.10089/IJMTE. 2019.V9I01.18.27418
Dias, M.; Duzert, Y., Teles, A. (2018). Boeing, Brazilian Federal Government, And Embraer: Golden Share Veto and The Anatomy of a Joint Venture. International Journal of Business and Management Stu-dies,7(2), 71–80. doi: 10.13140/RG.2.2.14972.18563
Dias, M.; Krein, J.; Streh, E.; Vilhena, J. B. (2018) Agriculture Cooperatives in Brazil: Cotribá Case. Inter-national Journal of Management, Technology and Engineering, 8(12). doi:16.10089.IJMTE.2018.V8I12.17.2243
Dias, M.; Lopes, R. (2019). Role Play Simulation on Farm Debt: Brazilian Case. SSRG International Journal of Humanities and Social Science, 6(4), 84-93doi:10.112/gsj.2019.08.26384
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. doi:16.10089/IJMTE.2019.V9I8.19.29127
Dias, M.; Lopes, R. (2019). The Evolution of Civil Aviation in Brazil: Rio De Janeiro International Airport Galeão/Tom Jobim. JResLit Journal of Science and technology, 1(2), 1-6. doi: 10.13140/RG.2.2.15920.10242
Dias, M.; Lopes, R.; Teles, A. (2020). Air Passenger Transportation: Hartsfield-Jackson Atlanta International Airport. Journal of Xidian University, 14(3), 78-84. doi: 10.13140/RG.2.2.32181.42726
Dias, M.; Lopes, Raphael (2019). Role Play Simulation on Farm Debt: Brazilian Case. SSRG International Journal of Humanities and Social Science, 6(4), 84-93doi:10.112/gsj.2019.08.26384
Dias, M.; Lopes, Raphael (2019). Teaching Materials: Role Play Simulation on Small Business Debt Collec-tion In Brazil. International Journal of Management, Technology and Engineering, 9(8), 237-249. doi:16.10089/IJMTE.2019.V9I8.19.29127
Dias, M.; Ramos, M. (2018). Credit Cooperatives in Brazil. International Journal of Science and Research (IJSR), 7(10), 598-603. doi: 10.21275/ART20191901
Dias, M.; Ribeiro, Ana Paula; Lopes, Raphael (2019). When customers do not pay: A Winning Negotiation Case in Brazil. Journal of Economics and Business, 2(2), 431-447. doi: 31014/aior.1992.02.02.99
Dias, M.; Teles, A. (2018). Teaching Materials: Three-Party Role Play Simulation on Brazilian Social Media-tion Case. European Journal of Training and Development Studies, 5(4), 10-25. doi: 10.6084/m9.figshare.7834700
Dias, M.; Teles, A. (2018). Teaching Materials: Three-Party Role Play Simulation on Brazilian Social Media-tion Case. European Journal of Training and Development Studies, 5(4), 10-25. doi: 10.6084/m9.figshare.7834700
Dias, M.; Teles, Andre (2018). From Animal Traction to LRV: Public Rail Transportation in Rio de Janeiro. International Journal of Science and Research, 7(11), 765-770. doi: 10.21275/ART20192818
Dias, M.; Teles, Andre (2018). General Elections 2018 in Brazil: is Democracy Restored? International Journal of Advanced Research, 6(10), 1253-1264. doi:10.21474/IJAR01/7932
Dias, M.; Teles, Andre (2019). Facts and Perspectives on Craft Brewing Industry in Brazil.International Journal of Management, Technology and Engineering,9(2), 1020-1028. doi:16.10089/IJMTE.2019.V9I21.18.28020
Fisher, R. Ury, W. and Patton, B (Editor). (1981). Getting to Yes: Negotiating an Agreement without Giving in. US: Random House.
Karpman, S. (1968). Fairy tales and script drama analysis. Transactional analysis bulletin, 7(26), 39-43.
Lax, David. (1985) Optimal Search in Negotiation Analysis. The Journal of Conflict Resolution, 29(3), 456-472.
Lax, D.A., &Sebenius, J.K. (1986). The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain.
Moore, C.W. (2003). The Mediation Process: Practical Strategies for Resolving Conflict. San Francisco (California) and London: Jossey-Bass.
Pruitt, D.G. & Rubin, J.Z. (1986). Social conflict: Escalation, Stalemate, and Settlement. New York: McGraw-Hill.
Raiffa, Howard. (1982). The Art and the Science of Negotiation: How to Resolve Conflicts and get the Best out of Bargaining. Cambridge, MA: Harvard University Press.
Rinehart, L. and Page, T. (1992) The Development and Test of a Model of Transaction Negotiation. Journal of Marketing, 56(4), 18-32.
Salacuse, J. (2008). Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, Or Foreign Governments – And Come Out Ahead. New York: Amacom.
Sebenius, J. (1992). Negotiation Analysis: A Characterization and Review. Management Science, 38(1), 18-38.
Susskind, L. and P. Field (1996), Dealing with an Angry Public: The Mutual Gains Approach to Resolving Disputes. New York: Free Press.
Susskind, Lawrence; Cruikshank, Jeffrey (2006) Breaking Roberts Rules: The New Way to Run Your Meeting, Build Consensus, and Get Results. New York: Oxford Press.
Susskind, Lawrence; Cruikshank, Jeffrey. (1987). Breaking the Impasse: Consensual Approaches to Resolving Public Disputes. New York, NY: Basic Books.
Ury, W. (2015). Getting to Yes with Yourself and Other Worthy Opponents.MA: Harper Collins.
Yin, R. (1988) Case Study Research: Design and Methods. Newbury Park, CA: Sage Publications.
Cruz, B.S.; Dias, M. (2020). COVID-19: from Outbreak to Pandemic. Global Scientific Journals, 8(3), 2230-2238. doi: 10.11216/gsj.2020.03.37636
Cruz, B.S.; Dias, M. (2020). Crashed Boeing 737-MAX: Fatalities or Malpractice? Global Scientific Jour-nals, 8(1), 2615-2624. doi: 10.11216/gsj.2020.01.34917
Cruz, B.S.; Dias, M. (2020). Does Digital Privacy Really Exist? When the Consumer Is the Product. Saudi Journal of Engineering and Technology, 5(2), 0-4. doi: 10.36348/sjet.2020.v05i02.00X
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. & 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. In-ternational 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 Co-operative 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 In-ternational 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 Engi-neering 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
Dias, M. et al. (2015). Brazilian Fashion Business Dudalina S/A: Case Revisited. International Journal of Business and Management Studies, 4(1), 11-24. doi: 10.6084/m9.figshare.7834730
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 Busi-ness 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
Dias, M., Lopes, R. (2020) Will the COVID-19 Pandemic Reshape our Society? EAS Journal of Humanities and Cultural Studies (EAS J Humanit Cult Stud). 2(2), 93-97. doi: 10.36349/EASJHCS.2020.V02I02.013
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
Dias, M., Lopes, R. (2020). Case on fatal Ship Failure Services: Onboard. Arabian Journal of Business and Management Review (Kuwait Chapter), 9(1), 10-19 doi: 10.13140/RG.2.2.14280.26887
Dias, M., Lopes, R. (2020). Case on Leading Commercial Aircraft in the Brazilian Domestic Aviation Market. International Journal of Academic Research in Accounting, Finance and Management Sciences,10(1), 165-171. doi: 10.6007/IJARAFMS/v10-i1/7064
Dias, M., Lopes, R., Teles, A. (2020) Could Boeing 737 MAX Crashes be Avoided? Factors that Undermined Project Safety. Global Scientific Journals, 8(4), 187-196. doi: 10.11216/gsj.2020.04.38187
Dias, M., Lopes, R., Teles, A. (2020) Will Virtual Replace Classroom Teaching? Lessons from Virtual Classes via Zoom in the Times of COVID-19. Journal of Advances in Education and Philosophy, 4(5), 208-213. doi: 10.36348/jaep.2020.v04i05.004
Dias, M., Lopes, R., Teles, A., Castro, A., Pereira, A. (2020) Teaching Materials on Extrajudicial Settlement Negotiation. Global ScientificJournals, 8(5), 1529-1539. doi: 10.11216/gsj.2020.05.39996
Dias, M., Navarro, R. (2017). O Fator Confiança em Relações Governamentais e sua importância para o futuro da atividade. Revista Brasileira de Relações Institucionais e Governamentais, 1(3), 38-41. doi: 10.6084/m9.figshare.7834697
Dias, M., Navarro, R. (2018). Is Netflix DominatingBrazil? International Journal of Business and Manage-ment Review. 6, No.1, 19-32, January 2018. ISSN: 2052-6407. doi: 10.6084/m9.figshare.7834643
Dias, M., Navarro, R.; Valle, A. (2013). BMW and Brazilian Federal Government: Enhancing the Automotive Industry Regulatory Environment. International Journal of Arts and Sciences, 6(2), 551-567. doi: 10.6084/m9.figshare.7834742
Dias, M., Teles, A. Duzert, Y. (2018) Did Embraer Succeed In Adopting The International Financial Report-ing Standards (IFRS) In Brazil? European Journal of Accounting, Auditing and Finance Research, 6(2), 51-62. doi: 10.6084/m9.figshare.7834637
Dias, M., Teles, A., Duzert, Y. (2018) Will Boeing Succeed with the Embraer Acquisition Operation, Despite the Brazilian Federal Government Golden Share Veto? International Journal of Business and Manage-ment Review, 6(2), 55-64. doi:10.6084/m9.figshare.7834718
Dias, M.; (2018). Seven supportive Theories on Negotiation. Global Journal of Research Analysis, 7(11), 493-494. doi:10.15373/22778160. doi: 10.6084/m9.figshare.7834349
Dias, M.; Alves, H.; Pezzella, M. (2016) São Francisco Valley: Vitiviniculture Activities in the Brazilian Un-thinkable Semiarid Climate and its Challenges. International Journal of Business and Management Re-view 4(10), 1-13. doi: 10.6084/m9.figshare.7834727
Dias, M.; Aylmer, R. (2018) Is the Brazilian Civil Service reform about to succeed? Global Journal of Polit-ical Science and Administration, 6(2), 13-25. doi: 10.6084/m9.figshare.7834694
Dias, M.; Aylmer, R. (2019) Behavioral Event Interview: Sound Method for In-depth Interviews. Arabian Journal of Business and Management Review (Oman Chapter),8(1), 1-6. doi:10.13140/RG.2.2.18327.62881
Dias, M.; Craveiro, F. M. (2019). Brazilian Agriculture Cooperative: Vinícola Aurora Case. International Journal of Management, Technology and Engineering.9(3), 2551-2561. doi: 16.10089.IJMTE/2019.V9I3.19.27743
Dias, M.; Davila Jr., E. (2018) Overcoming Succession Conflicts in a Limestone Family Business In Brazil. International Journal of Business and Management Review,6(7), 58-73. doi: 10.6084/m9.figshare.7834703
Dias, M.; Duzert, Y. (2017). Teaching Materials: Role Play Simulation on E-Business Negotiation. European Journal of Training and Development Studies, 4(3), 1-15. doi: 10.6084/m9.figshare.7834655
Dias, M.; Duzert, Y. (2017). Teaching Materials: Role Play Simulation on E-Business Negotiation. European Journal of Training and Development Studies, 4(3), 1-15. doi: 10.6084/m9.figshare.7834655
Dias, M.; Duzert, Y. (2019). Teaching Materials: Role Play Simulation on Romantic Involvement In The Workplace. International Journal of Management, Technology and Engineering, 9(1), 124-133. doi:16.10089/IJMTE. 2019.V9I01.18.27418
Dias, M.; Duzert, Y. (2019). Teaching Materials: Role Play Simulation on Romantic Involvement In The Workplace. International Journal of Management, Technology and Engineering, 9(1), 124-133. doi:16.10089/IJMTE. 2019.V9I01.18.27418
Dias, M.; Duzert, Y., Teles, A. (2018). Boeing, Brazilian Federal Government, And Embraer: Golden Share Veto and The Anatomy of a Joint Venture. International Journal of Business and Management Stu-dies,7(2), 71–80. doi: 10.13140/RG.2.2.14972.18563
Dias, M.; Krein, J.; Streh, E.; Vilhena, J. B. (2018) Agriculture Cooperatives in Brazil: Cotribá Case. Inter-national Journal of Management, Technology and Engineering, 8(12). doi:16.10089.IJMTE.2018.V8I12.17.2243
Dias, M.; Lopes, R. (2019). Role Play Simulation on Farm Debt: Brazilian Case. SSRG International Journal of Humanities and Social Science, 6(4), 84-93doi:10.112/gsj.2019.08.26384
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. doi:16.10089/IJMTE.2019.V9I8.19.29127
Dias, M.; Lopes, R. (2019). The Evolution of Civil Aviation in Brazil: Rio De Janeiro International Airport Galeão/Tom Jobim. JResLit Journal of Science and technology, 1(2), 1-6. doi: 10.13140/RG.2.2.15920.10242
Dias, M.; Lopes, R.; Teles, A. (2020). Air Passenger Transportation: Hartsfield-Jackson Atlanta International Airport. Journal of Xidian University, 14(3), 78-84. doi: 10.13140/RG.2.2.32181.42726
Dias, M.; Lopes, Raphael (2019). Role Play Simulation on Farm Debt: Brazilian Case. SSRG International Journal of Humanities and Social Science, 6(4), 84-93doi:10.112/gsj.2019.08.26384
Dias, M.; Lopes, Raphael (2019). Teaching Materials: Role Play Simulation on Small Business Debt Collec-tion In Brazil. International Journal of Management, Technology and Engineering, 9(8), 237-249. doi:16.10089/IJMTE.2019.V9I8.19.29127
Dias, M.; Ramos, M. (2018). Credit Cooperatives in Brazil. International Journal of Science and Research (IJSR), 7(10), 598-603. doi: 10.21275/ART20191901
Dias, M.; Ribeiro, Ana Paula; Lopes, Raphael (2019). When customers do not pay: A Winning Negotiation Case in Brazil. Journal of Economics and Business, 2(2), 431-447. doi: 31014/aior.1992.02.02.99
Dias, M.; Teles, A. (2018). Teaching Materials: Three-Party Role Play Simulation on Brazilian Social Media-tion Case. European Journal of Training and Development Studies, 5(4), 10-25. doi: 10.6084/m9.figshare.7834700
Dias, M.; Teles, A. (2018). Teaching Materials: Three-Party Role Play Simulation on Brazilian Social Media-tion Case. European Journal of Training and Development Studies, 5(4), 10-25. doi: 10.6084/m9.figshare.7834700
Dias, M.; Teles, Andre (2018). From Animal Traction to LRV: Public Rail Transportation in Rio de Janeiro. International Journal of Science and Research, 7(11), 765-770. doi: 10.21275/ART20192818
Dias, M.; Teles, Andre (2018). General Elections 2018 in Brazil: is Democracy Restored? International Journal of Advanced Research, 6(10), 1253-1264. doi:10.21474/IJAR01/7932
Dias, M.; Teles, Andre (2019). Facts and Perspectives on Craft Brewing Industry in Brazil.International Journal of Management, Technology and Engineering,9(2), 1020-1028. doi:16.10089/IJMTE.2019.V9I21.18.28020
Fisher, R. Ury, W. and Patton, B (Editor). (1981). Getting to Yes: Negotiating an Agreement without Giving in. US: Random House.
Karpman, S. (1968). Fairy tales and script drama analysis. Transactional analysis bulletin, 7(26), 39-43.
Lax, David. (1985) Optimal Search in Negotiation Analysis. The Journal of Conflict Resolution, 29(3), 456-472.
Lax, D.A., &Sebenius, J.K. (1986). The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain.
Moore, C.W. (2003). The Mediation Process: Practical Strategies for Resolving Conflict. San Francisco (California) and London: Jossey-Bass.
Pruitt, D.G. & Rubin, J.Z. (1986). Social conflict: Escalation, Stalemate, and Settlement. New York: McGraw-Hill.
Raiffa, Howard. (1982). The Art and the Science of Negotiation: How to Resolve Conflicts and get the Best out of Bargaining. Cambridge, MA: Harvard University Press.
Rinehart, L. and Page, T. (1992) The Development and Test of a Model of Transaction Negotiation. Journal of Marketing, 56(4), 18-32.
Salacuse, J. (2008). Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, Or Foreign Governments – And Come Out Ahead. New York: Amacom.
Sebenius, J. (1992). Negotiation Analysis: A Characterization and Review. Management Science, 38(1), 18-38.
Susskind, L. and P. Field (1996), Dealing with an Angry Public: The Mutual Gains Approach to Resolving Disputes. New York: Free Press.
Susskind, Lawrence; Cruikshank, Jeffrey (2006) Breaking Roberts Rules: The New Way to Run Your Meeting, Build Consensus, and Get Results. New York: Oxford Press.
Susskind, Lawrence; Cruikshank, Jeffrey. (1987). Breaking the Impasse: Consensual Approaches to Resolving Public Disputes. New York, NY: Basic Books.
Ury, W. (2015). Getting to Yes with Yourself and Other Worthy Opponents.MA: Harper Collins.
Yin, R. (1988) Case Study Research: Design and Methods. Newbury Park, CA: Sage Publications.
Published
2023-09-19
How to Cite
DIAS, M. D. (2023). ROLE-PLAY SIMULATION ON LOCKSMITH BUSINESS NEGOTIATION. GPH-International Journal of Social Science and Humanities Research, 6(08), 44-59. https://doi.org/10.5281/zenodo.8359959
Section
Articles
Copyright (c) 2023 MURILLO DE OLIVEIRA DIAS
This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.
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 GPH Journal will have the full right to remove the published article on any misconduct found in the published article.
