Negotiation is a process based on strategic choices. Each participant must fix carefully its objectives and decide what … are the most appropriate ways and means in order to attain those. While in practice negotiation is always a mix of …, in a specific negotiation, the aspects and elements of the relationship between the determinants of a strategic choice …

While in practice negotiation is always a mix of cooperation and competition, these two elements correspond to … the orientation given from the very beginning of the relationship. When negotiation is reduced to a confrontation of power …

are desperate to find new and profitable customers. However negotiation is a complex activity and beyond the usual recipes … negotiation and to provide eventually some recommendations regarding this new context of bank-customer relationship …

counterparts while, as the same time, they are mostly unaware of the sources of influence of their own vision of negotiation and … given from the very beginning of the relationship. When negotiation is reduced to a confrontation of power, participants …

any leader plan, negotiation remains a specific activity in which participants go beyond a simple problem solving approach …

level of its influence on the negotiation process is difficult to estimate. Negotiation is a specific form of communication …

Negotiation is often considered as an art requiring specific skills and competencies that can only be practiced by … talented or gifted people. Therefore learning about negotiation could be considered useless as it necessitates a certain … effective negotiation. Training comes frequently as an answer to the question and simulation exercises can be, in that sense …