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Publication
Mitigação de Conflitos nas Relações Start-Up - Investidor: uma Abordagem Exploratória no Ecossistema Empreendedor
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| 1.45 MB | Adobe PDF |
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Abstract(s)
Este estudo de natureza exploratória, contribui para aprofundar os fatores que contribuem para mitigar conflitos entre start-ups e investidores no contexto das negociações entre estas partes.
Nesta pesquisa foi adotada uma abordagem metodológica mista, quantitativa e qualitativa, tendo envolvido 27 participantes (com 10 entrevistas e 27 questionários). Neste âmbito foram analisados conceitos como BATNA e ZOPA, fatores de conflito (valorização da empresa, distribuição de poder, comunicação ineficaz e expectativas desalinhadas) e estratégias de mitigação de conflitos, como a transparência, mediação e a confiança mútua.
A dissertação conclui que práticas como a due diligence detalhada, contratos adaptativos e a preparação negocial
aumentam a probabilidade de parcerias sustentáveis, com benefícios para ambas as partes.
This exploratory study contributes to a deeper understanding of the factors that help mitigate conflicts between start-ups and investors in the context of their negotiations. A mixed methodological approach was adopted, combining quantitative and qualitative methods, involving 27 participants (10 interviews and 27 questionnaires). Within this framework, key concepts such as BATNA and ZOPA were analysed, along with sources of conflict (company valuation, power distribution, ineffective communication and misaligned expectations) and conflict mitigation strategies such as transparency, mediation, and mutual trust. This dissertation concludes that practices such as thorough due diligence, adaptive contracts, and careful negotiation preparation increase the likelihood of sustainable partnerships, benefiting both parties.
This exploratory study contributes to a deeper understanding of the factors that help mitigate conflicts between start-ups and investors in the context of their negotiations. A mixed methodological approach was adopted, combining quantitative and qualitative methods, involving 27 participants (10 interviews and 27 questionnaires). Within this framework, key concepts such as BATNA and ZOPA were analysed, along with sources of conflict (company valuation, power distribution, ineffective communication and misaligned expectations) and conflict mitigation strategies such as transparency, mediation, and mutual trust. This dissertation concludes that practices such as thorough due diligence, adaptive contracts, and careful negotiation preparation increase the likelihood of sustainable partnerships, benefiting both parties.
Description
Keywords
Negociação Start-ups Investidores BATNA (Best Alternative to a Negotiated Agreement) ZOPA (Zone of Possible Agreement) Due diligence Flexibilidade contratual Mitigação de conflitos Regulação