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Understanding the balance of power and ethics in a bank-customer negotiation

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  • Claude Alavoine

Abstract

In a highly competitive context with low interest rates and a low level of trust in the institutions from the customer's perspective, the current advice is to profit from the change in this balance of power to negotiate or re-negotiate with banks that are

Suggested Citation

  • Claude Alavoine, 2014. "Understanding the balance of power and ethics in a bank-customer negotiation," Working Papers 2014-221, Department of Research, Ipag Business School.
    • Handle: RePEc:ipg:wpaper:2014-221
    as

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    File URL: https://faculty-research.ipag.edu/wp-content/uploads/recherche/WP/IPAG_WP_2014_221.pdf
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    References listed on IDEAS

    as
    1. Alain Pekar Lempereur, 2004. "L'évolution des rapports de force en négociation. Dix cas de revirement," Revue française de gestion, Lavoisier, vol. 153(6), pages 125-140.
    2. Harinck, Fieke & De Dreu, Carsten K. W. & Van Vianen, Annelies E. M., 2000. "The Impact of Conflict Issues on Fixed-Pie Perceptions, Problem Solving, and Integrative Outcomes in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 329-358, March.
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