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DIALOGOS

Théories culturelles et interactions professionnelles

Les stéréotypes dans la négociation commerciale

Ruxandra Constantinescu-Ștefănel

Pages 35–40

Licence © 2014 the authors · CC BY 4.0

Abstract

The article starts by reviewing the various fields in which the negotiators' culture influences the process of negotiation and continues by enumerating the means and ways by which one can collect information about the culture of one's opponents. The article ends by examining the part played by stereotypes in negotiation concluding that it is both positive and negative.

Keywords —

business negotiation · culture · anthropological models · stereotypes
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Cite this article

Constantinescu-Ștefănel, R. (2014). Les stéréotypes dans la négociation commerciale. Dialogos, 29, 35–40.

Constantinescu-Ștefănel, Ruxandra. “Les stéréotypes dans la négociation commerciale.” Dialogos, vol. 29, 2014, pp. 35–40.

Constantinescu-Ștefănel, Ruxandra. 2014. “Les stéréotypes dans la négociation commerciale.” Dialogos 29: 35–40.

@article{constantinescustefanel2014stereotypes,
  author  = {Constantinescu-Ștefănel, Ruxandra},
  title   = {Les stéréotypes dans la négociation commerciale},
  journal = {Dialogos},
  year    = {2014},
  volume  = {29},
  pages   = {35--40}
}
TY  - JOUR
AU  - Constantinescu-Ștefănel, Ruxandra
TI  - Les stéréotypes dans la négociation commerciale
JO  - Dialogos
PY  - 2014
VL  - 29
SP  - 35
EP  - 40
ER  -