TEACHING MATERIALS ON PRIVATE HEALTHCARE NEGOTIATION

The present paper examines a negotiating process between a buyer from a cosmetics firm and a private healthcare service provider in Brazil. The present research is centered on a case analysis of a private healthcare negotiation in Brazil. The main objective of this curriculum is to augment the negotiating abilities of corporate negotiators, scholars, and professionals. This discovery is attained via a role-play simulation encompassing two opposing factions and several subject matters. The study's main conclusions underscored the need to enhance integrative approaches, which include comprehending the opposing party's underlying interests and generating value to attain mutually beneficial agreements. According to the study's findings, the outcomes hold promise for prospective replication in many corporate contexts, particularly those characterized by power disparities. The current study concludes with an extensive discussion and recommendations for further research.