IDEAS home Printed from https://ideas.repec.org/p/hal/wpaper/hal-00719371.html
   My bibliography  Save this paper

The impact of training, of application and of time on negotiator styles

Author

Listed:
  • Chérine Soliman

    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - IEMN-IAE Nantes - Institut d'Économie et de Management de Nantes - Institut d'Administration des Entreprises - Nantes - UN - Université de Nantes)

  • Arnaud Stimec

    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - IEMN-IAE Nantes - Institut d'Économie et de Management de Nantes - Institut d'Administration des Entreprises - Nantes - UN - Université de Nantes)

  • Nicolas Antheaume

    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - IEMN-IAE Nantes - Institut d'Économie et de Management de Nantes - Institut d'Administration des Entreprises - Nantes - UN - Université de Nantes)

Abstract

This article presents a subset of a research work on the enhancement of cooperation in negotiation with a focus on the intra-organizational context. This article focuses on identifying negotiator styles and tests the impact of three variables on their performance and evolution. The variables considered are the impact of negotiation training, the organizational environment and the impact of time. We choose a qualitative approach over two cycles of action research. Cycle one, performed via training method with 64 individuals, over a period of 6 months; cycle two, using the focus group method with 10 individuals, over a period of 12 months. This experiment, which took place in Egypt, enabled us to propose a dynamic typology of negotiation styles, which in turn enabled us to propose a number of organizational recommendations to better integrate negotiation processes in their working habits.

Suggested Citation

  • Chérine Soliman & Arnaud Stimec & Nicolas Antheaume, 2012. "The impact of training, of application and of time on negotiator styles," Working Papers hal-00719371, HAL.
    • Handle: RePEc:hal:wpaper:hal-00719371
    Note: View the original document on HAL open archive server: https://hal.science/hal-00719371
    as

    Download full text from publisher

    File URL: https://hal.science/hal-00719371/document
    Download Restriction: no
    ---><---

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:wpaper:hal-00719371. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.