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| Titre : |
International negotiation. Report and analysis of an experiment on distance negotiation (France-Sweden) |
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| Numéro : |
30 |
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| Année : |
2007 |
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| Volume : |
XIII |
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| Auteur(s) : |
Guy DELOFFRE, Jan BODIN |
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| Résumé : |
This paper presents findings from a negotiation exercise that took place during fall 2002 between students from Umeå School of Business & Economics (USBE) in Sweden and Institut Commercial de Nancy (ICN) in France. It describes the case and its objectives, presents the groups of students, the situation, and the method used to play the negotiation game. It includes some data collected during and after the case, like an analysis of written documents and of the mutual perception of the negotiators. Specific elements like the meaning of words or the time of reaction are significant for the players. It ends with comments about the lessons learnend and further recommandations for future assignements. |
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| Pages : |
191 - 199 |
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| DOI : |
https://www.cairn.info/revue-internationale-de-psychosociologie-2007-30-page-191.htm |
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| Type : |
Research paper |
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| Keywords : |
negotiation, international negotiation, distance negotiation, teaching, experience, students, France, Sweden |
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| APA : |
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| Citations : |
- |
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| CAIRN : |
https://www.cairn.info/revue-internationale-de-psychosociologie-2007-30-page-191.htm |
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