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Nonmarket Negotiations: Leveraging performance when negotiating with Governments, Influencers, Media, NGOs, Communities and other key stakeholders

Author

Listed:
  • Rodrigo Navarro

    (FGV - Fundacao Getulio Vargas [Rio de Janeiro])

  • Murillo de Oliveira Dias

    (FGV - Fundacao Getulio Vargas [Rio de Janeiro])

  • Yann Duzert

    (ESC [Rennes] - ESC Rennes School of Business)

Abstract

This work highlights the primary effects of externalities on businesses, organizations, and teams. It then discusses the necessity for adapting and complementing traditional concepts, models, and theories of negotiation in this increasingly diverse and complex nonmarket arena. A third topic focuses on strategic negotiations with Governments, one of the most potent components among nonmarket forces. Finally, the work provides a list of practical recommendations for negotiators in the new era of externalities' impacts and nonmarket prominence.

Suggested Citation

  • Rodrigo Navarro & Murillo de Oliveira Dias & Yann Duzert, 2024. "Nonmarket Negotiations: Leveraging performance when negotiating with Governments, Influencers, Media, NGOs, Communities and other key stakeholders," Post-Print hal-04587299, HAL.
    • Handle: RePEc:hal:journl:hal-04587299
    DOI: 10.37745/bjmas.2022.0460
    as

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