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La négociation commerciale Cadre théorique et Synthèse

Author

Listed:
  • A. Jolibert

    (UPMF - Université Pierre Mendès France - Grenoble 2)

  • M. Velazquez

    (UPMF - Université Pierre Mendès France - Grenoble 2)

Abstract

Cet article a pour objectif d'effectuer une synthèse sur la négociation commerciale, à partir des études empiriques déjà effectuées. Celles-ci sont analysées au moyen d'un cadre intégrateur et explicatif des résultats de la négociation. Ceux-ci dépendent de facteurs généraux précédant la négociation (culture, caractéristiques de l'entreprise et du négociateur), de conditions particulières précédant la négociation (objet de la négociation, rapports de force), de conditions existantes lors du déroulement de la négociation (nombre de participants, parties prenantes, audiences, temps, contexte physique), des stratégies et tactiques suivies pendant la négociation.

Suggested Citation

  • A. Jolibert & M. Velazquez, 1989. "La négociation commerciale Cadre théorique et Synthèse," Post-Print hal-02011475, HAL.
    • Handle: RePEc:hal:journl:hal-02011475
    DOI: 10.1177/076737018900400403
    as

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