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Writing the Deal: Statistical Analysis of Brazilian Business Negotiations on Intangible Assets

Author

Listed:
  • Murillo de Oliveira Dias

    (Fundação Getulio Vargas, Brazil)

  • Raphael de Almeida Leitão

    (Air Force University, Brazil)

  • Rodolfo Milhomem Batista

    (Air Force University, Brazil)

  • Davi Monteiro de Medeiros

    (Air Force University, Brazil)

Abstract

In times of coronavirus pandemic, and consequently, lockdowns, home office, social isolation, delta, and omicron variants, the development of writing negotiation skills are critical for success in business negotiations. These days, instant messaging and e-mail, two ubiquitous forms of electronic communication are used on a large scale, as an alternative to face-to-face negotiations. However, business asynchronous negotiations have their difficulty levels and pitfalls. This article addressed the challenges of asynchronous communication through the statistical analysis of N=1,400 Brazilian business negotiations on intangible assets. Key findings pointed out a strong, positive correlation between open and close value deals (ρ = 0.939, p

Suggested Citation

  • Murillo de Oliveira Dias & Raphael de Almeida Leitão & Rodolfo Milhomem Batista & Davi Monteiro de Medeiros, 2022. "Writing the Deal: Statistical Analysis of Brazilian Business Negotiations on Intangible Assets," European Journal of Business and Management Research, European Open Science, vol. 7(1), pages 61-65, January.
    • Handle: RePEc:epw:ejbmr0:v:7:y:2022:i:1:id:51233
    DOI: 10.24018/ejbmr.2022.7.1.1233
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