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Título: MANAGEMENT NEGOTIATION: THE PRUCHASING PROCESS OF RADIO FREQUENCY ANTENNAS FOR THE CELULAR COMPANY CLARO
Autor(es): LUIZ FILIPE COUTO GUIMARAES
Colaborador(es): ANA HELOISA DA COSTA LEMOS - Orientador
Catalogação: 22/NOV/2007 Língua(s): PORTUGUESE - BRAZIL
Tipo: TEXT Subtipo: SENIOR PROJECT
Notas: [pt] Todos os dados constantes dos documentos são de inteira responsabilidade de seus autores. Os dados utilizados nas descrições dos documentos estão em conformidade com os sistemas da administração da PUC-Rio.
[en] All data contained in the documents are the sole responsibility of the authors. The data used in the descriptions of the documents are in conformity with the systems of the administration of PUC-Rio.
Referência(s): [pt] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/TFCs/consultas/conteudo.php?strSecao=resultado&nrSeq=10858@1
[en] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/TFCs/consultas/conteudo.php?strSecao=resultado&nrSeq=10858@2
DOI: https://doi.org/10.17771/PUCRio.acad.10858
Resumo:
This paper presents the case of purchasing of radio frequency antennas for the net optimization for the cellular company Claro. This project analyses the process of negotiation and purchase of 9.800 radio frequency antennas. The study considers the analysis of different strategies of management negotiation adopted by the company and identifies its errors and rightness in the process. The case had as base the theories of negotiation of Fisher & Ury, Sparks, Martinelli & Almeida, Lewicki, Gibbons & McGovern, Acuff and Cohen and which of these theories presented the best result in the process.
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