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Manipulation et négociation commerciale

Ruxandra Constantinescu-Ștefănel

Pages 43–52

Licence © 2009 the authors · CC BY 4.0

Abstract

The article deals with the relationship between manipulation and business negotiation and reaches the conclusion that those less expert in negotiation are the easiest to manipulate. It continues by presenting several means to manipulate, by non-verbal language, as well as by words and negotiation techniques. It ends with a brief presentation of cultures whose negotiators are more likely to manipulate.

Keywords —

business negotiation · culture · manipulation · negotiation techniques · non-verbal language
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Cite this article

Constantinescu-Ștefănel, R. (2009). Manipulation et négociation commerciale. Dialogos, 19, 43–52.

Constantinescu-Ștefănel, Ruxandra. “Manipulation et négociation commerciale.” Dialogos, vol. 19, 2009, pp. 43–52.

Constantinescu-Ștefănel, Ruxandra. 2009. “Manipulation et négociation commerciale.” Dialogos 19: 43–52.

@article{constantinescustefanel2009manipulation,
  author  = {Constantinescu-Ștefănel, Ruxandra},
  title   = {Manipulation et négociation commerciale},
  journal = {Dialogos},
  year    = {2009},
  volume  = {19},
  pages   = {43--52}
}
TY  - JOUR
AU  - Constantinescu-Ștefănel, Ruxandra
TI  - Manipulation et négociation commerciale
JO  - Dialogos
PY  - 2009
VL  - 19
SP  - 43
EP  - 52
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