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The impact of training, of application and of time on negotiator styles

  • Chérine Soliman

    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - UN - Université de Nantes)

  • Arnaud Stimec


    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - UN - Université de Nantes)

  • Nicolas Antheaume


    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - UN - Université de Nantes)

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    This article presents a subset of a research work on the enhancement of cooperation in negotiation with a focus on the intra-organizational context. This article focuses on identifying negotiator styles and tests the impact of three variables on their performance and evolution. The variables considered are the impact of negotiation training, the organizational environment and the impact of time. We choose a qualitative approach over two cycles of action research. Cycle one, performed via training method with 64 individuals, over a period of 6 months; cycle two, using the focus group method with 10 individuals, over a period of 12 months. This experiment, which took place in Egypt, enabled us to propose a dynamic typology of negotiation styles, which in turn enabled us to propose a number of organizational recommendations to better integrate negotiation processes in their working habits.

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    Paper provided by HAL in its series Working Papers with number hal-00719371.

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    Date of creation: 19 Jul 2012
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    Handle: RePEc:hal:wpaper:hal-00719371
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