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Culture et négociation (Culture and négociation)


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  • Patrick Adebert-Lasrochas

    (labrii, ULCO)

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    Depuis quelques années, deux grandes pistes de recherches et d'expérimentations sont explorées par les chercheurs, à savoir l'inter culturel et la négociation. le rapprochement inter culturel/négociation s'est imposé de lui- même par le besoin des hommes de négocier avec d’autres , de culture, d’origine et/ou de religion différentes. Si presque tous les auteurs spécialistes identifient des variables culturelles susceptibles d’influencer les négociations, en particulier les négociations internationales, celles-ci ne semble pas dans les faits influencer les négociations. For several years, two main researche and experimentatoion direction investigated by researches in management sciences: intercultural aspects and negociation. The link between intercultural aspect and negaciation became natural since men and women have to negociate withe others coming differents cultures, origines and regions.However, wile all the spécialised authors consider that there are specific cultural variable wich influence the negociation process, this link is not demontrated in the facts.

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    Bibliographic Info

    Paper provided by Laboratoire de Recherche sur l'Industrie et l'Innovation. ULCO / Research Unit on Industry and Innovation in its series Working Papers with number 139.

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    Length: 11 pages
    Date of creation: Jan 2007
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    Publication status: Published in Cahiers du Lab.RII, Janvier 2007
    Handle: RePEc:rii:riidoc:139

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    Related research

    Keywords: intercultural aspects; negociation;

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