fundamental elements and driving forces of negotiation: trust, stakes and power. …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 …

In a highly competitive context with low interest rates and a low level of trust in the institutions from the customer … 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 … practices. The levels of honesty, trust and therefore cooperation are influenced by many factors like the uncertainty of the … 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 …

The influence of culture on international business negotiations is recognized by most of the specialists and … level of its influence on the negotiation process is difficult to estimate. Negotiation is a specific form of communication …

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 … choice of a strategy can be influenced by many factors, from the negotiator's power to the level of trust, the stakes or the …

While in practice negotiation is always a mix of cooperation and competition, these two elements correspond to … employed by the negotiators with related effects and in the end leading to different outcomes. The levels of honesty, trust and … the orientation given from the very beginning of the relationship. When negotiation is reduced to a confrontation of power …

and trust and look at how these factors influence customer loyalty and thus determine the impact of loyalty schemes. Our …

commitment and confidence as mediated variable we try to highlight factors loyalty. Conducting a comparative study in France and …

. More precisely, we seek to better understand the antecedents of commitment and trust and look at how these factors …