Processo de negociação de preços entre intervenientes de venda de artigos de carpintaria no Mercado do Benfica Maputo

Abstract

The present work analyzes the price negotiation between the actors of the process of negotiation. From the analyzed literature, I identified three perspectives, of which one analyzes the negotiation as a decision-making process in which vendor and customer stakeholders establish agreements that benefit the two parties involved the second analyzes it as being a process in which the intervening parties intend to establish agreements even harming the objectives and interests of the other party. And the third perspective explains that in the process of negotiation is always evident in the socio-cultural dimension of consumption. The study on the price negotiation process focuses on customers and sellers and loses sight others possible intervening in the process and the dynamics that they introduce in the same. In view of the limitations of the literature, I carried out an ethnographic research in two establishments located in the Benfica market in the city of Maputo, from which I realized that negotiating the sale of carpentry items involves salespeople, customers, and intermediaries that promote product bargaining. Additionally, I realized that there are criteria for granting a discount on the sale of articles, such as the purchase of many articles, ability to argue the client's patience in the negotiation process. Unlike the analyzed literature on the relevance to socio-cultural aspects of consumption in the negotiation and the negotiation process focuses only on two players, sellers and customers, in this work by including the category of intermediary as relevant in the price negotiation process broadens the understanding of the players and dynamics they generate in the negotiation process. (TRADUÇÃO NOSSA)