Buyer-seller Negotiation on Camera Vision System: Brazilian Case
Year: 2025
Type: article
Abstract: In this article, a Brazilian automotive company engages in a buyer-seller, Type II negotiation, to reduce alternators' production costs. It identifies the possibility of replacing an imported bearing with a cheaper Chinese one, saving $0.36 per piece. However, the change requires acquiring a new vision camera to detect the correct color of the bearing on the production line. The company negotiates with the Supplier, offering a high-quality solution that costs $10,000, exceeding the available budget of $6,363.64.In a scenario like this, companies freeze and look for more viable alternatives. This work proposes best managerial practices to elucidate how to resolve this impasse by presenting this descriptive and unique case study.
Authors: Isabela Correa Delgado, Murillo de Oliveira Dias
Institution: Fundação Getulio Vargas
Language: English
Subfield: Sociology and Political Science
Field: Social Sciences
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W6911957539