Effects of a good negotiation policy on the financial results of a experimental firm
DOI:
https://doi.org/10.5281/zenodo.21383186Keywords:
Business Game, Simulation, negotiationAbstract
This study analyzes the effects of a well-structured negotiation policy on the financial results of an industry within a simulated management environment. The research aims to understand how negotiation practices influence the performance of the company NZBC, based on theoretical frameworks such as the Harvard Negotiation Method and the Transaction Cost Theory. The methodology combines a case study, document analysis, and literature review, enabling the comparison between players’ actions and the principles outlined in the theoretical models. The results show that alignment with structured negotiation practices contributed to building strategic partnerships, reducing uncertainties, and enhancing decision-making predictability. The use of objective criteria and a focus on clients’ interests supported the establishment of long-term and mutually beneficial agreements. Although the lack of formalized contracts emerged as a weakness, the findings suggest that a theoretically grounded negotiation policy can positively impact financial outcomes—even in simulated environments—offering valuable insights for real-world business practice.
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