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La négociation responsable

Author

Listed:
  • Julien Viau

    (CEREGE [Poitiers] - Centre de recherche en gestion [EA 1722] - IAE Poitiers - Institut d'Administration des Entreprises (IAE) - Poitiers - UP - Université de Poitiers = University of Poitiers - UP - Université de Poitiers = University of Poitiers - ULR - La Rochelle Université)

  • Héla Sassi

    (UMA - Université de la Manouba [Tunisie])

  • Hubert Pujet

Abstract

In the digital age, confidential information and rumors spread quickly. Mobilized, even by the stakeholders who aren't in the negotiating table, these digital data increase the pressure on the negotiators before, during and after the discussions. This quasi-total transparency of the exchanges involves a new approach allowing to recognize the weak and absent parties to build sustainable agreements: the responsible negotiation also called the based global interest negotiation.

Suggested Citation

  • Julien Viau & Héla Sassi & Hubert Pujet, 2018. "La négociation responsable," Post-Print hal-02057478, HAL.
    • Handle: RePEc:hal:journl:hal-02057478
    DOI: 10.3917/neg.029.0157
    Note: View the original document on HAL open archive server: https://univ-rochelle.hal.science/hal-02057478
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