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

therefore cooperation are influenced not only by the uncertainty of the situation, the objectives, stakes or power but also by … the orientation given from the very beginning of the relationship. When negotiation is reduced to a confrontation of power … more acceptable balance of power. Most of the negotiators have a tendency to complain about the unethical aspects of the …

's perspective, the current advice is to profit from the change in this balance of power to negotiate or re-negotiate with banks that … notion of power, its sources and the balance or asymmetry that establishes itself before and during the process is not the … attempt to engage. Our intention in this paper is to present aspects of the conceptual framework regarding power and …

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