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Business negotiators ask themselves frequently what could be done to better a poor, frustrating deal. This article addressed the question by analyzing N=535 business negotiations outcomes, from which n 1 = 265 were held without any preparation (situational negotiations), and n 2 = 270 negotiations were mapped and structured before the negotiation starts. Key findings pointed 94 percent agreements on both groups. However, the n 2 group performed 12.42 percent better and created approximately 25 percent more options for mutual agreements than n 1 . Evidence also suggests some negotiators failed in recognizing the underlying interests on the other side of the table, despite defending empathy as one of the crucial qualities to a successful business negotiator. This paper provides scholars with a new perspective and taxonomy on the business negotiations preparation. Implications for managerial practice are discussed, and future research directions are suggested.

The Brazilian aviation market is the largest in Latin America, approximately $10 billion in revenues in 2018.Thus, the global leading commercial aircraft manufacturers compete vigorously for a larger share of the market. This article compared the performance of the leading airplanes in the domestic aviation market in Brazil, operated by the three major Brazilian airlines, through descriptive case study and market analysis on extensive archival research. Key findings pointed out the leaders within three categories: (i) more jumbo jets Airbus A320, and Boeing 737-800; (ii) c-series jets Embraer ERJ 195, and (iii) turbofan ATR-72 600, among the N=499 airplanes investigated within the three major airlines in Brazil, once the fourth competitor, Avianca Brasil, was suspended of all flights and operations by ANAC in April 2019, as a precautionary measure concerned with the safety of the operations, due to the company's filing bankruptcy. This work is useful to civil aviation managers, agents, decision-makers, students, academics, and overall practitioners. Discussion and future research compile the present article.