Escalation of conflict in FMCG industry: A negotiation case

This work project develops a case-study to be used in Negotiation courses, both in Masters programs and in executive education workshops. The case-study is based on a real-life negotiating situation in Belgium between Unilever, the second largest Fast Moving Consumer Goods (FMCG) company in the world, and Delhaize, one of the most important Belgium’s retailers, with a significant international presence. We also present an analysis of the negotiation based on relevant literature. First, a brief literature review is presented about how to deal with multiple-issue negotiations and how to deal with processes of escalation of conflict. These concepts are then applied to the analysis of the case-study.

Dismissing a CFO

This Work Project presents a case-study to be used in Negotiation courses, both in Masters Programs and executive education workshops. The negotiation case is based on a real negotiation, between a Portuguese media company and its CFO, about the terms of his dismissal. This dismissal demonstrates that the better informed negotiator has a higher chance of achieving favorable results. It also illustrates the importance of being truthful in achieving positive outcomes. We conclude that gathering information and behaving ethically is fundamental in a negotiation context.

Sharp's alliances in China

This report presents a case study to be used in courses of negotiation in masters and executive programs. The case studies the topics of the coalitions´ formation and stability from a negotiation analysis perspective, linking it to value creation. Moreover, it illustrates the problem of western companies investing in the Chinese market. The methodology utilized was the construction of a negotiation case, inspired by a real negotiation in the Consumer Electronics industry. Its purpose is to illustrate the value creation problems in coalitions. It is concluded that by maximizing value creation, negotiating parties are more likely to obtain stable coalitions

Dispondo de si : autonomia, género e envelhecimento nos quotidianos de saúde

Esta tese de doutoramento tem como objectivo geral compreender as experiências de autonomia individual na actual geração de adultos mais velhos, enquadrados pelas construções identitárias de género e assumindo como plataforma de observação as vivências quotidianas de saúde. Para tanto, justifica-se a centralidade do valor da autonomia individual na contemporaneidade, para depois se problematizar o conceito a partir de uma perspectiva feminista, com base na conceptualização proposta por este corpo teórico. O feminismo propõe a adopção do conceito de autonomia relacional, que ao reconhecer a natureza social do self e das identidades, é capaz de proporcionar uma leitura crítica e contextualizada da autonomia de cada sujeito, por integrar não só as especificidades, estímulos, oportunidades e contingências de um tempo e de um espaço social, como também o poder resolutivo, transformador e de resistência da agência individual. A vivência da velhice constitui, cada vez mais, um exercício de individualidade. No envelhecer, a vivência da saúde ganha especiais contornos. Não só porque o cuidar de si se tornou um aspecto biográfico de progressiva acentuação, como também por ser este um tempo da vida em que os dilemas, inquietações e exigências com o corpo se acentuam. A individualização dos trajectos biográficos que nas sociedades contemporâneas surge com cada vez maior expressão sugere a importância do estudo das diferentes ecologias sociais, com base na precisão e no detalhe. A tese adoptou uma estratégia metodológica de estudos de casos, concretizada num estudo de caso múltiplo, de tipo qualitativo. Os sentidos conferidos às experiências da autonomia individual pela actual geração de adultos mais velhos, nos seus quotidianos de saúde, mobilizam e matizam diferentes modelos culturais, iluminando a ideia de uma transição sociocultural que abandona parcialmente certos aspectos, mas que mantém tantos outros. No envelhecer, a vivência da autonomia individual é mediatizada por diferentes performatividades femininas e masculinas, tendo sido três os espaços principais de expressão social da autonomia, resultantes do seu cruzamento com o género, enquanto dimensão de análise principal. Tem-se que estas diferenças entre espaços factoriais vêm demonstrar o hibridismo dos posicionamentos resultante da crescente individualidade das trajectórias de vida. Face à saúde, a capacidade de adaptação e de auto-gestão mais positivos relacionam-se, face às mulheres, com a expressão singular de uma maior individualidade e, face aos homens, com o valor social conferido a diferentes masculinidades.

A negociação no mercado a prazo do MIBEL

This master thesis has been developed during the internship in the Supervision Department of Supervision of the Intermediation and Market Structures of CMVM. My collaboration in such department was mainly focused on the derivatives market of the Iberian Electricity Market (MIBEL). MIBEL embodies two organized markets – the derivatives market in Portugal and the spot market in Spain The trading activity in the derivatives market of MIBEL is processed through the trading platform of the regulated market managed by OMIP, however, much of the negotiation is over-the-counter. The aim of this work is to describe the market from a legal and economic perspective and to analyse the evolution of the negotiation, namely the impact of OTC in the regulated market trading. To achieve this, I propose to analyse also MiFID and EMIR rules over derivative contracts and the role of central counterparties, as they both are important to the discussion. In parallel, we found that OTC transactions are considerably higher than those traded in the regulated market managed by OMIP, those findings can be justified by the contractual relationships based on trust already established between the partiesarties. Nevertheless, since 2011 this trend changed by an increase of the registered OTC. Thereafter, although the parties continued to trade bilaterally, these transactions were registered in a central counterparty in order to eliminate the inherent risks related to the OTC derivatives transactions. This change in the negotiation pattern may also be influenced by the mandatory reporting of transactions imposed by EMIR, that requires for some classes of derivatives the centralized clearing and for all other requires the implementation of risk mitigation techniques.

Gestão de crises de âmbito policial

The issues concerning Crisis Situations under the scope of police activity, raised after incidents considered critical, has emerged with greater intensity during the most recent decades, posing a major challenge for police forces around the world. These are situations or events of crucial importance, involving hostage taken or barricaded individuals, in which inevitably human lives are at risk, requiring from law enforcement agencies a specific response capability, i.e., a type of intervention not framed under the parameters considered as routine, in order to obtain solutions to minimize the possibility of casualties. Because this is about impacting situations of extreme gravity, where the preservation of human lives is concerned and, in many cases, the very Rule of Law as well, we understand the need for police forces to adapt to new procedures and working methods. Such procedures are an enormously complex task that requires the coordination and articulation of several components, including not infrequently the performance of different police forces, as well as organizations and entities with varied powers and duties, which implies the need for effective management. This explains the emergence of Crisis Management Structures, imposing to determine which are their fundamental components, their importance, how they interconnect, and their major goal. The intrinsic features will also be analyzed in the aspect that we consider to be the fundamental groundwork of a Crisis Management Structure, i.e., Negotiation itself, considering it as a kind of police intervention, where a wide range of procedures feeds a channel of dialogue, aiming at minimizing the damage resultant from an extreme action, in particular, to prevent the death of any of those involved. This is in essence the path we have chosen to develop this study, trying to find out an answer to the fundamental question: What model of Crisis Management Structure should be adopted to manage a critical event involving hostage negotiation?

Contingent contracts

International businesses bring with them additional negotiation complexities and extra risks, thus calling for negotiation integrative solutions and additional legal protection. The recent economic crisis forced, companies, including SMEs, to look for international markets and face these additional complexities and issues. In the search for a practical and simplified solution, to serve less sophisticated companies, this paper brings insights from the negotiation literature to a specific legal issue. Specifically, I investigate the negotiation and use of contingent agreements as a tool for facilitating the negotiation process and managing risk in international deals. Looking into an international sale of goods from Portugal to Brazil, this paper proposes the structuring of two contingent contracts related to two category of products in order to demonstrate the potential benefits of some of its relevant features, specifically the creation of incentives and identification and allocation of future risks. In general, the structuring of contingent agreements is likely to provide positive results in mitigating the issues of lack of trust and dealing with the additional risks derived from international deals, therefore facilitating and improving the overall quality of the deal.