While in practice negotiation is always a mix of cooperation and competition, these two elements correspond to different approaches of the relationship and also different orientations in term of strategy, techniques, tactics and arguments employed by the negotiators with related effects and in...

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 desperate to find new and profitable...

Most of the negotiators have a tendency to complain about the unethical aspects of the tactics used by their 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...

Leadership theory has evolved through changing conceptions, from the trait theories to the identification of behavioural styles, the contingency theories matching adapted behaviours with situational factors and eventually new theories focusing on the articulation of a vision. From charismatic...

Affirmative action arose from the fight for the civic rights in the 1960s.. However the ethnic quota in the American higher education were questioned in 1978 (Bakke) by a decision of the Supreme Court which incited universities to promote diversity, but w

Negotiation is a specific form of interaction based on communication in which the parties enter into deliberately, each with clear but different interests or goals and a mutual dependency towards a decision due to be taken at the end of the confrontation. Consequently, negotiation is a complex...

The influence of culture on international business negotiations is recognized by most of the specialists and researchers in the field. A more important question is to what extent and what are the consequences in agreement making. Personal values, beliefs, attitudes, behaviours and decisions too...

Expérimentation et apprentissage en matière de

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 aptitude revealed in situations that are always different,...