The Effectiveness of Mediation in Brazilian Business Negotiations

Murillo de Oliveira Dias

Abstract


Is Mediation effective in business negotiations? In this article, the Mediation versus negotiation process is under investigation. A random sample of N=600 Brazilian business negotiations was divided into the following: (i) the Negotiation group, in which 300 negotiations were carried independently, and (ii) the Mediation group, in which 300 negotiations were conducted with a mediator. One hypothesis was investigated, with a 99 percent confidence interval, through the Nonparametric Mann-Whitney U test. Key findings pointed out an average of 27 percent difference and a significant statistical difference between the groups. The null hypothesis has been rejected. Finally, this article provides scholars with a proper perspective on the alternative dispute resolution processes on business negotiations. Case analysis and further implications are discussed. Finally, conclusion and future research recommendations compile the present study.

Keywords: Business negotiations, deal value, mediation, alternative dispute resolution


Full Text:

PDF (ENGLISH)

Refbacks

  • There are currently no refbacks.


Copyright (c) 2020 Murillo de Oliveira Dias

Copyright CC BY © European Modern Studies Journal 2017-2021   ISSN 2522-9400

Лицензия Creative Commons


To make sure that you can receive messages from us, please add the 'journal-ems.com' domain to your e-mail 'safe list'. If you do not receive e-mail in your 'inbox', check your 'bulk mail' or 'junk mail' folders.