Dell's Dilemma in Brazil. Negotiating at the State Level. A Negotiation Case Study Analysis

Case Study from the year 2018 in the subject Business economics - Miscellaneous grade: 10 Copenhagen Business School language: English abstract: This paper aims to examine the setting for cross-cultural renegotiations between Dell and the RS State Government and to propose how Dell should prepare for and move forward with the new counterpart to improve the bargaining power while facing fundamental changes in the political and ideological negotiation environment.