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The Role of the Lawyer in Complex Negotiations: Lessons from a Business Case

Year: 2025

Type: article

Abstract: This case study explores the complexities of negotiation in a business setting, highlighting the importance of strategic thinking, collaboration, and effective communication. A seasoned lawyer recounts their experience negotiating a Build-to-Suit (BTS) contract with a new investor, navigating unusual demands, and finding creative solutions to reach a mutually beneficial agreement. The outcome led to a successful partnership, with the investor becoming the company's largest partner. The study offers valuable insights into the negotiation process, emphasizing the need to understand the other party's interests, weigh pros and cons, and manage unfavorable situations. The findings provide practical lessons for professionals engaged in complex business negotiations.

Source: GPH-International Journal of Social Science and Humanities Research

DOI: 10.5281/zenodo.15511233

Authors: Milene do Carmo Teodoro, Murillo de Oliveira Dias

Institutions: Fundação Getulio Vargas, École Supérieure de Commerce de Rennes

Language: English

Topic: Conflict Management and Negotiation

Subfield: Sociology and Political Science

Field: Social Sciences

Domain: Social Sciences

SDG: Peace, justice, and strong institutions

Open Access status: diamond

OpenAlex ID: W6949564258

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