Conflict Management in Real Estate Development: Brazilian Case

This case study examines a complex negotiation in the real estate sector, where a developer successfully acquired a strategic plot of land from three distinct landowners. Through a comprehensive analysis of the negotiation process, this research highlights the importance of identifying zones of possible agreement and best alternatives to a negotiated agreement (BATNA).The study demonstrates how creative deal structuring and effective communication can facilitate mutually beneficial agreements in complex negotiations.By applying theoretical frameworks from negotiation and conflict management, this research provides insights into the strategic decisions that underpinned the successful conclusion of the deal. The findings offer valuable lessons for practitioners and scholars seeking to navigate similar complex negotiations in the real estate sector and beyond.