E-Commerce Investigate

A Software to Manage Risks in Project's Negotiations

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Executive Summary

The constant changes in social, economic and political scenarios have influenced how negotiation is discussed in organizations. In this paper, decision-making processes usually require great effort in solving conflicts. One common aspect is to face negotiation not only as a type of relationship, but as a process that involves a variety of positive and negative risks. Thus, negotiation planning is the key factor to balance the negotiator's expectations and to reach an agreement, considering threats and opportunities. Under these circumstances, risk management tools play an important role in identifying possibly controversial points of view.

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