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Que négocient les salariés quand ils négocient en entreprise ? Etude de situations de négociation dans des PME françaises

Author

Listed:
  • Guy Deloffre

    (ICN Business School, CEREFIGE - Centre Européen de Recherche en Economie Financière et Gestion des Entreprises - UL - Université de Lorraine)

Abstract

Cet article présente les résultats d'une étude qualitative observant les situations de négociation vécues par des cadres et techniciens en entreprise. L'analyse des données recueillies fait ressortir trois classes de situations : une première classe où les répondants négocient pour eux-mêmes ; une deuxième classe de situations liées à des problèmes techniques ; une troisième classe de situations plus purement commerciales. L'analyse conceptuelle permet de questionner la formation à la négociation des adultes en entreprise.

Suggested Citation

  • Guy Deloffre, 2014. "Que négocient les salariés quand ils négocient en entreprise ? Etude de situations de négociation dans des PME françaises," Post-Print hal-01513965, HAL.
    • Handle: RePEc:hal:journl:hal-01513965
    as

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