Copy igh © Au ho (s) 2025. All Righ s Rese ed. Published by GLOBAL PUBLICATION HOUSE | In e na ional Jou nal Applied Science
NEGOTIATING WORK-LIFE BALANCE IN HIGH-PRESSURE
ENVIRONMENTS: A CASE ON WORKPLACE CONFLICT IN
LOGISTICS CONSULTING
By:
Ca los Albe o Anjole o Macedo
Fundação Ge ulio Va gas, B azil.
&
Mu illo de Oli ei a Dias
Rennes School o Business - F ance
ABSTRACT:
This a icle add esses he challenges o nego ia ing and esol ing con lic s a wo k in a high-
p essu e logis ics consul ing en i onmen in B azil. An in e n wo king on a challenging
p ojec o a majo shoe company disag ees wi h his p ojec manage abou how o balance
wo k and li e and wha he job should en ail. As he s akes ise, he in e n mus ind a solu ion
by weighing a ious op ions and in e es s. This s udy p o ides a comp ehensi e analysis o
he nego ia ion dynamics, highligh ing he challenges o econciling con lic ing p io i ies and
expec a ions in a apidly e ol ing indus y. This s udy enhances ou unde s anding o how o
handle con lic and nego ia e wi hin o ganiza ions e ec i ely.
Keywo ds:
Wo kplace con lic ; Supply Chain Managemen ; Wo k-li e Balance; B azil.
How o ci e: Macedo, C. A., & Dias, M. (2025). NEGOTIATING WORK-LIFE BALANCE
IN HIGH-PRESSURE ENVIRONMENTS: A CASE ON WORKPLACE CONFLICT IN
LOGISTICS CONSULTING. GPH-In e na ional Jou nal o Applied Science, 8(9), 01-11.
h ps://doi.o g/10.5281/zenodo.17301191
Page 12 o 26
ARTICLE ID: #02119
10.5281/ZENODO.17301191
e-ISSN 3050-9653
p-ISSN 2805-4364
VOL. 08 ISSUE 09 SEPT. - 2025
Page 01 o 11
Macedo, C. A., & Dias, M. (2025). NEGOTIATING WORK-LIFE BALANCE IN HIGH-PRESSURE ENVIRONMENTS: A CASE ON
WORKPLACE CONFLICT IN LOGISTICS CONSULTING. GPH-In e na ional Jou nal o Applied Science, 8(9), 01-11.
h ps://doi.o g/10.5281/zenodo.17301191
© 2025 GLOBAL PUBLICATION HOUSE | In e na ional Jou nal o Applied Science
1. In oduc ion
Nego ia ion, as a ield o esea ch has a ac ed schola s’ a en ion o e he pas decades
(Dias, 2019; Fishe , U y & Pa on, 1981; Kissinge , 1969; Lax & Sebenius, 1986; Na a o &
Dias, 2024; P ui , 1981; Rai a, Richa dson & Me cal e, 2002; Rubin & B own, 1975). Pas
esea ch has examined nego ia ion as a communica ion p ocess (Acu , 1993; Dias, 2016;
Salacuse, 2003, 2006; Scha zki & Co ey, 1981; Shell, 2006), media ion (Za man, 1988),
and i s ele ance in manage ial decisions (Baze man & Moo e, 1994) and business
nego ia ions (Dias, 2023; Dias, Almeida, Sil a, Russo e al., 2022; Dias, La aia, Schmi z e
al., 2024; Dias, Lei ão, Ba is a & Medei os, 2022).
This s udy ocuses on Type II nego ia ion, as seen in Figu e 1 and de ined by Dias (2020). In
his se ing, nego ia ion in ol es a complex in e play o in e es s, possibili ies, and
al e na i es, equi ing e ec i e communica ion and s a egic decision-making. Acco ding o
Yin (2018), a case s udy is an empi ical inqui y ha in es iga es a con empo a y
phenomenon in dep h and wi hin i s eal-wo ld con ex . In his s udy, he nego ia ion p ocess
be ween he in e n and he p ojec manage se es as he case, allowing o an in-dep h
examina ion o he complexi ies o wo kplace con lic and nego ia ion. To main ain
con iden iali y and comply wi h o ganiza ional equi emen s, eal names and IDs ha e been
omi ed om he case s udy.
This esea ch examines wo kplace con lic and nego ia ion wi hin a logis ics consul ancy in
São Paulo, sou heas e n B azil, b idging a gap in he challenges o econciling di e gen
objec i es and expec a ions in dynamic business en i onmen s. We employed a case s udy
me hod, wi h he uni o analysis (Yin, 2018) being he nego ia ion p ocess be ween he in e n
and he p ojec manage as a soli a y, holis ic case s udy (Yin, 2018). The s udy da a we e
ob ained h ough di ec obse a ion and ac i e pa icipa ion by one au ho in he nego ia ing
p ocess, esul ing in a comp ehensi e and in-dep h unde s anding o he complexi y in ol ed
in wo kplace con lic s and nego ia ions. Figu e 1 illus a es he Fou -Type Nego ia ion
Ma ix ypology (Dias, 2020), o ca ego ize his nego ia ion, as ollows:
Figu e 1: Fou -Type Nego ia ion Ma ix
Sou ce: Dias (2020). Rep in ed unde pe mission
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2. Ma e ials and Me hods
This s udy u ilized a quali a i e me hod, induc i e easoning, in e p e i e posi ion, and one
desc ip i e case s udy design (Yin, 2018), which is especially capable o in es iga ing
in ica e phenomena, such as con lic a he wo kplace and nego ia ion, in a eal con ex
(Dias, 2023; Dias e al., 2022; Yin, 2018). Da a collec ion in ol ed an in ensi e analysis o
he nego ia ion be ween he in e n and p ojec manage . The case s udy employed
pseudonyms and iden i ies o be wi hd awn o easons o p i acy p o ec ion as well as
con o mi y o company policy.
3. Backg ound
In his case, he s akes can be e y high, and ailing o handle con lic e ec i ely can ha e
se ious consequences. This case s udy examines he complexi ies o a wo kplace con lic ha
eme ged be ween an in e n and a p ojec manage a a logis ics consul ing i m in São Paulo,
B azil. The disag eemen p ima ily cen e ed on he leng h o he wo kday and wha people
expec ed om hei wo k-li e balance. The in e n's nego ia ion s a egy would be c ucial in
de e mining he ou come o a challenging p ojec o a majo shoe company. This esea ch
aims o enhance ou unde s anding o e ec i e con lic managemen and nego ia ion wi hin
o ganiza ional con ex s by examining he complexi ies o wo kplace con lic .
The case begins wi h an in e n a a logis ics consul ing company, whose o ice was loca ed in
São Paulo/SP. A he ime, he was s ill in his inal yea o unde g adua e s udies in São
Ca los/SP, a ci y 230 km om he capi al. Due o he c edi s s ill o be ul illed, he a eled
weekly be ween he wo ci ies, a ending college on Sunday nigh s and e u ning o he
in e nship on Tuesday nigh s. Due o his peculia schedule, he p esence in he o ice was
limi ed o only h ee days a week, bu du ing ex ended hou s. The beginning o he wo kday
used o be a ound 10 am, bu wi hou a p edic able end.
4. Challenges
The en i onmen was qui e s ess ul. Usually, he consul ancy made agg essi e p oposals o
con e budge s in o sales, a he cos o he addi ional hou s equi ed o i s employees. In
gene al, a p ojec ha equi ed i e people and six mon hs o comple e was execu ed by a
eam o h ee people wi h a h ee-mon h deadline.
Addi ionally, compe i ion was encou aged among in e ns. O he class o 10 people, a
maximum o wo would be used in he ollowing yea . Despi e his, he g oup o newbies
o en helped each o he , which elie ed some o he psychological p essu e o he si ua ion.
E en so, his compe i i e componen a o ed people who s ayed much la e in he o ice;
a e all, hey would be mo e engaged, which could coun owa ds a po en ial hi ing in he
eam o consul an s he ollowing yea . I is wo h no ing ha he yea was 2014, and
companies we e holding in es men s due o he na u al unce ain y o he elec ion pe iod. As
a esul , he e was a educ ion in acancies o ecen g adua es a ha ime.
Page No. 03
Macedo, C. A., & Dias, M. (2025). NEGOTIATING WORK-LIFE BALANCE IN HIGH-PRESSURE ENVIRONMENTS: A CASE ON
WORKPLACE CONFLICT IN LOGISTICS CONSULTING. GPH-In e na ional Jou nal o Applied Science, 8(9), 01-11.
h ps://doi.o g/10.5281/zenodo.17301191
© 2025 GLOBAL PUBLICATION HOUSE | In e na ional Jou nal o Applied Science
In his con ex , he in e n was pa o a p ojec o a la ge clien in he oo wea sec o , which
aims o op imize i s logis ics ne wo k o educe p oduc deli e y imes in he s a es o he
B azilian Sou heas . I was a job ha equi ed analyzing a ious aspec s o he ope a ion,
including he manipula ion o la ge da abases, e alua ing s a e axes, and p epa ing pe iodic
execu i e epo s o he con ac o 's boa d o di ec o s. The consul ing eam consis ed o a
junio p ojec manage (i was he i s p ojec in his ole), wo consul an s who had ne e
deal wi h logis ics ne wo ks, and one in e n.
5. NEGOTIATION SCENARIO
The scena io was highly conduci e o he mani es a ion o con lic s, cha ac e ized by a
s ess ul and compe i i e en i onmen , igh deadlines, eam inexpe ience, and di e gen
in e es s among eam membe s. The p ojec manage had a good analy ical capaci y, bu she
was e y anxious and lacked skill in managing he eam's emo ions. S ill, she needed o
demons a e he abili y o deli e ; a e all, i was he i s job in his ole. In his way, she
ocused mo e on deli e y han on people. The consul an s, on he o he hand, came om an
in ense pe iod o p ojec s, wi h no ime o be ween one and he o he , a i ing a his wo k
e y i ed and needing o pu in much e o o lea n and pe o m unp eceden ed analyses o
bo h. Ul ima ely, he in e n sough o lea n and es ablish hemsel es in he job ma ke .
Du ing he wo k mee ings, a sense o ension was palpable. The consul an s did no ge along
wi h he p ojec manage . I was common o he e o be an exchange o ba bs and wo ds o
disdain be ween he pa ies. The s ess le el was so high ha he manage beha ed ha shly
e en wi h he clien 's boa d o di ec o s.
One nigh , a ound 11 pm, he in e n ound himsel in ol ed in a si ua ion ha equi ed
nego ia ion. The analyses depended on he alida ion o one o he consul an s, who was on
he phone sol ing a p oblem on ano he on o he p ojec . While wai ing, he manage
app oached and asked wha he in e n was doing. The in e n explained, and in esponse,
hea d ha i was e y easy and could be comple ed quickly, which was no necessa ily ue.
Because he in e n was exhaus ed, he sugges ed o ake a b eak and inish he wo k la e , as
he needed a li le es . The manage accep ed, and he in e n le .
When he in e n a i ed a he o ice he nex mo ning, he no iced ha he manage was s ill
wea ing he same clo hes as he day be o e. The wo k ha was easy equi ed he o spend he
nigh o comple e i , wi h no possibili y o going home. Fo his eason, he in e n was
summoned o a oom o discuss.
6. NEGOTIATION MAPPING
Al hough he mee ing was a su p ise, he pa ies we e al eady hinking a lo abou in e es s,
possible ag eemen zone, op ions and al e na i es o ha job, some hing ha helped he
ongoing discussion a ha momen . The e o e, he a ionale o he nego ia ion was:
In e es s: Lea ning om he de elopmen o he wo k in he in e nship. Conque space in he
job ma ke . Be e wo k-li e balance. Do no o e load he o he membe s o he eam.
Main ain mon hly income.
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Op ions: When he e was wo k un il dawn, allow en y ime a e lunch. Reques a lap op o
emo e wo k in case o need (in e ns could only wo k on he o ice desk op). Clock in and
ecei e a inancial bonus o o e ime a he end o he in e nship p og am (in e ns did no
egis e ime o en e and lea e he o ice).
Possible Ag eemen Zone: Se a limi o 12 hou s o wo k ha ends p e e ably be o e 10
pm.
Al e na i es: Qui he job immedia ely and do some eelance wo k o su i e un il a new
job oppo uni y a ises. P opose a easonable pe iod (3 mon hs) o close he in e nship while
looking o new oppo uni ies in he ma ke . Nego ia e he ex ension o he wo king day
di ec ly wi h he di ec o o he o ice, igno ing he manage a ha momen .
On he manage 's side, he e was he anxie y o deli e ies and he challenge o leading
people, some hing new o he . In summa y, he manage 's nego ia ion s uc u e would be:
In e es s: Quali y deli e ies and wi hin he ag eed deadlines. Demons a e leade ship skills.
Keep he eam ocused and engaged wi h he deli e y o he p ojec .
Op ions: Flexible hou s o en y and exi om he o ice. P opose longe b eaks h oughou
he wo king day. P opose he main enance o he in e n un il he end o he p ojec and only
hen eplace him wi h a new ma ke p o essional. In his si ua ion, she could also make
posi i e e e als o he in e n o open posi ions in he companies in which she had in luence.
Possible Ag eemen Zone: Main ain an in e n and es ablish a ixed depa u e ime as long as
he beginning o he wo kday always akes place be o e lunch.
Al e na i es: Fi e he in e n immedia ely and eques eplacemen o HR (impac ing
deadlines). Reques ein o cemen o pe sonnel o he company's boa d o di ec o s,
educing he eam's wo kload.
7. CLOSING THE DEAL
A he end o he discussion, he in e n belie ed i was success ul, as bo h pa ies achie ed
wo impo an ag eemen s: (a) S a ing a 10:00 am and ending a 10:00 pm a he la es , and
(b) commi men o s ay un il he end o ha yea in he company, helping o comple e he
p ojec in p og ess. Thus, bo h pa ies had he oppo uni y o lea n om he de elopmen o
he job while he in e n was looking o ano he one, main aining he mon hly income
h oughou he pe iod.
Ano he impo an poin is ha he si ua ion caugh he a en ion o he company's leade ship,
which assigned an expe ienced manage o coo dina e he echnical wo k on ha speci ic
p ojec . Due o his p io knowledge, he new manage was able o simpli y and expedi e
decisions a c oss oads o analysis, imp o ing he clima e among he consul an s, main aining
he quali y o deli e ies, and adhe ing o he deadlines al eady ag eed upon.
Page No. 05
Macedo, C. A., & Dias, M. (2025). NEGOTIATING WORK-LIFE BALANCE IN HIGH-PRESSURE ENVIRONMENTS: A CASE ON
WORKPLACE CONFLICT IN LOGISTICS CONSULTING. GPH-In e na ional Jou nal o Applied Science, 8(9), 01-11.
h ps://doi.o g/10.5281/zenodo.17301191
© 2025 GLOBAL PUBLICATION HOUSE | In e na ional Jou nal o Applied Science
8. IMPLICATIONS AND DISCUSSION
The s udy's esul s ha e signi ican implica ions o o ganiza ional beha io and
managemen . Fo ins ance, hey sugges ha manage s mus p io i ize employee well-being
and wo k-li e balance, pa icula ly in sec o s unde signi ican p essu e (Dias, Lopes, &
Duze , 2020). Manage s can c ea e a mo e p oduc i e and sus ainable wo k en i onmen by
ecognizing he impo ance o wo k-li e balance. Con lic managemen can also lead o
imp o ed eam ela ionships and p oduc i i y (Dias, Wal z & Oli ei a, 2021).
This esea ch is echoed by buye -selle exchange esea ch, which emphasizes he impo ance
o os e ing good ela ions and main aining clea communica ion (Dias & Lopes, 2020; Dias
& Na a o, 2020). Las ly, his s udy con ibu es o he b oade body o knowledge abou
nego ia ion and con lic managemen . Th ough nego ia ion, con lic managemen , and he
in e sec ion o o ganiza ional dynamics, esea che s can gain a deepe unde s anding o he
complex in luences ha may shape nego ia ion ou comes (Dias, Lopes, Ca alcan i, &
Gol e o, 2020; Dias, Ne o, Oli ei a, e al., 2021).
E idence sugges s ha e ec i e communica ion, s a egic decision-making, and adap abili y
a e c ucial in add essing con lic ing p io i ies and expec a ions, suppo ed by p e ious s udies
(Fishe , U y, & Pa on, 1981; Lax & Sebenius, 1986). The in e n's nego ia ing s yle, which
in ol ed analyzing in e es s, op ions, and al e na i es, played a c ucial ole in acili a ing a
sa is ac o y ag eemen be ween he pa ies (Dias, 2020a).
9. LESSONS LEARNED
As a lesson lea ned, he in e n would no ha e abandoned he job i he manage had no
minimized he impo ance o he ac i i y. As a consequence, he pa ies ended up c ea ing a
zone o unnecessa y ension: he con lic no only el bu also mani es ed. An alignmen
con e sa ion a ha e y momen could ha e been mo e p oduc i e. On he o he hand,
mapping ou he op ions o nego ia ion and he al e na i es o he cu en si ua ion we e
c ucial o he way he pa ies conduc ed he con e sa ion and eached an ag eemen . Today,
looking back, he pa ies belie e ha con e sa ion conduc ed was co ec ly and cohe en ly,
ul ima ely bene i ing he pa ies and he es o he eam.
10. CONCLUSION
E en wi hou knowing i , he pa ies had been mapping hei in e es s, op ions, a possible
ag eemen zone, and al e na i es o he in e nship o some ime. Tha way, when he con lic
became mani es and an alignmen mee ing was needed, hei mind map was eady. I i we e
only on impulse, he in e n could ha e been i i a ed, said unnecessa y hings, and le
wi hou a job, wi hou a sala y, and wi hou lea ning om he wo k hey had de eloped. The
coun e pa would be mo e unde s a ed in e ms o labo , u he wo sening he wo k
en i onmen a ha ime.
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NEGOTIATING WORK-LIFE BALANCE IN HIGH-PRESSURE ENVIRONMENTS: A CASE ON WORKPLACE CONFLICT IN LOGISTICS
CONSULTING
Volume 08 Issue No 09 (2025) Open Access: h ps://gphjou nal.o g/index.php/as
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Macedo, C. A., & Dias, M. (2025). NEGOTIATING WORK-LIFE BALANCE IN HIGH-PRESSURE ENVIRONMENTS: A CASE ON
WORKPLACE CONFLICT IN LOGISTICS CONSULTING. GPH-In e na ional Jou nal o Applied Science, 8(9), 01-11.
h ps://doi.o g/10.5281/zenodo.17301191
© 2025 GLOBAL PUBLICATION HOUSE | In e na ional Jou nal o Applied Science
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Con ac Bidding Nego ia ion. GSJ, 9(9), 486-499.h ps://doi.o g/
10.11216/gsj.2021.09.54036
Dias, M., Pe ei a, L., Teles, A. La aia, J. (2023) Show Me You Hands:A Mode a o E ec
Analysis on Non e bal Beha io a he Ba gaining Table. EJTAS, 1(2), 119-127
h ps://doi.o g/10.59324/ej as.2023.1(2).12
Dias, M., Toledo, R., Sil a, A., San os,M. , A agão, M, Junio , M., Rocha, C., Sil a,G.,
Ma ques Filho, C. (2022) Buye -Selle Nego ia ion: Mili a y Ca go Je Acquisi ion.
GSJ, 10(10), 2481-90.h ps://doi.o g/10.11216/gsj.2022.10.78649
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NEGOTIATING WORK-LIFE BALANCE IN HIGH-PRESSURE ENVIRONMENTS: A CASE ON WORKPLACE CONFLICT IN LOGISTICS
CONSULTING
Volume 08 Issue No 09 (2025) Open Access: h ps://gphjou nal.o g/index.php/as
Dias, M., Pe ei a, L., Viei a, P., Ba bosa, L., Quin ão, H., La aia, J. (2023) Media ion &
Dispu e Boa d Resolu ion: A Sys ema ic Li e a u e Re iew. GPH-In e na ional
Jou nal o Social Science and Humani ies Resea ch,6(5), h ps://doi.o g/
10.5281/zenodo.7952719
Dias, M.; And ade, S.; Sil a, M. R.; Teles, G.; Mello, B.; Mou a, R.; Salaza , A.; So o i a,
L.M.; Ma io i, A; Filho, C. (2021) Role-play Simula ion on Buye -Selle Knowledge
T ans e . GSJ, 9(8), 2340-52.h ps://doi.o g/ 10.11216/gsj.2021.08.53672
Dias, M.; Almeida, F.; Sil a; Russo, J.; Machado, V.; Cos a, J.; Ba bosa, M.; Jo nada, F.;
Filho, C. (2022) Role-Play Simula ion on Vehicle Acquisi ion: Buye -Selle
Nego ia ion. GSJ (10)8, 1817-28; h ps://doi.o g/ 10.11216/gsj.2022.08.77291
Dias, M.; Duze , Y.; Lopes, R. (2021) Pe spec i a Epis êmica do P ocesso de Negociação.
In e na ional Jou nal o De elopmen Resea ch, 11(7), 48803-10. h ps://doi.o g/
10.37118/ijd .22463.07.2021
Dias, M.; Lopes, R. (2021). A Con iança ans o ma i a em negociações. In e na ional
Jou nal o De elopmen Resea ch, 11(6), pp. 48178-82.
h ps://doi.o g/10.37118/ijd .22261.06.2021
Dias, M.; Lopes, R. (2021). O dilema da con iança aplicado à negociação de escopo em
ge enciamen os p oje os. In e na ional Jou nal o De elopmen Resea ch, 11(8), pp.
49225-30. h ps://doi.o g/ h ps://doi.o g/10.37118/ijd .22676.08.2021
Dias, M.;Pi es,R.;Genial, R.;San os, P.;A aújo, L.;Mou a, F.; Lima, S.Nascimen o, F.
Ma ques Filho, C. (2022) Case S udy on Buye -Selle Nego ia ion: Ul abook
Go e nmen Acquisi ion. GSJ (10)9, 1737-45;
h ps:/doi.o g/10.11216/gsj.2022.09.77913
Dias, Mu illo; Wal z, Fla io; Oli ei a, Ba ba a. Y. (2021) Teaching Ma e ials on B azilian
P i a e Companies: So wa e Con ac Nego ia ion. Global Scien i ic Jou nals, 9(1),
2499-2508. h ps://doi.o g/ 10.13140/RG.2.2.10976.61448
Dias, M.; Lopes, R.; Teles, A. (2020) Nonpa ame ic Analysis on S uc u ed B azilian
Business Nego ia ions. Global Scien i ic Jou nal 8(6), 1511-22.
h ps://doi.o g/10.13140/RG.2.2.13318.60482
Dias, M.; Ne o, P.C; Oli ei a, F.; Melo, L.; Ca alcan i, S.; Ma ques, A.; Sil ei a, F.M.,
Bas os, E.H.; Pi anguei a, A.L;Vaz, H.; Filho, C.C.(2021) Role-Play Simula ion on
Land In asion Nego ia ion. GSJ, 9(8), 2916-
29.h ps://doi.o g/10.11216/gsj.2021.08.53806
Dias, M.; Sil a, L. (2021) Role-Play Simula ion on Basic Sani a ion Se ices Con ac
Nego ia ion. Global Scien i ic Jou nal, 9(6), 1081-
1098.h ps://doi.o g/10.11216/gsj.2021.06.51827
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