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modelagem para uma abordagem logística, com um direcionamento do modelo genérico para as nuances do raciocínio logístico. Por fim, é apresentada uma utilização do modelo e uma empresa de processamento de algodão, adaptando a negociação de compra do insumo e realizando algumas simulações computacionais, a fim de observar o funcionamento diante de um caso real. Palavras-chave: Negociação, logística, Faratin, bilateral iii ABSTRACT The present work provides a study about negotiation in the logistic issue. The work was conducted starting from two major issues that are exhibited separately and are further discussed in the same context. Inside the logistic theme, there are presented the basic concepts, as follows: the concept of supply chain, evolution, third party logistics, and partnerships, among others. On the other hand, in negotiation theme there are exhibited the main classifications, some nowadays literature, besides the model that is further discussed in this same work. At last, the general panorama of negotiations in the logistic issue is presented, there are presented some types of negotiations in this area. Additionally, the prerequisites for the evaluations that are made in order to do the judgment of the activities’ performance are shown. After the construction of the conceptual bases, the model structuring is discussed. The discussion involves analysis of variables and parameters that are in the model, in this way, the technical terms…

............. 42 3.2 Logística Empresarial........................................................................................... 42 3.3 A importância da Logística .................................................................................. 43 3.4 Distribuição Física................................................................................................. 45 3.4.1 Natureza da administração da Distribuição Física .................................. 47 3.4.2 Novos…