Role Play Simulation on Farm Debt Collection: Brazilian Case

International Journal of Humanities and Social Science

© 2019 by SSRG - IJHSS Journal

Volume 6 Issue 4

Year of Publication : 2019

Authors : Dr. Murillo de Oliveira Dias , Raphael Raphael de Oliveira Albergarias Lopes

10.14445/23942703/IJHSS-V6I4P112

How to Cite?

Dr. Murillo de Oliveira Dias , Raphael Raphael de Oliveira Albergarias Lopes, "Role Play Simulation on Farm Debt Collection: Brazilian Case," SSRG International Journal of Humanities and Social Science, vol. 6,  no. 4, pp. ):84-93, 2019. Crossref, https://doi.org/10.14445/23942703/IJHSS-V6I4P112

Abstract:

Farm debts play a significant role in business negotiations in Brazil. In 2018, near 63 million people have had past dues enrolled in the Brazilian major list of bad debtors, the Brazilian Credit Service Protection (Serviço de Proteção ao Crédito – SPC). To negotiate a debt collection is not always a friendly and easy task. Therefore, this article addresses the issue debt collection negotiation, presenting a two-party role play simulation with teaching notes, designed to prevent farm debt collection from conflict escalating, ultimately ending SPC or even worse, in the court of law. This role play is helpful for professors, instructors, facilitators, practitioners, negotiators, debtors, teachers, instructors, financial agents, among others This case was chosen because its extensive replicability in business scenarios. Key findings, tested with N=42 subjects evidenced value creation, preparation, exploring mutual gains, as critical success factors for successful debt collection negotiations. Findings are further analyzed and discussed. Finally, implications and future research complete the present article.

Keywords:

Debt collection, Negotiation, Teaching materials, Farm debt, Business Management

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