Points de vue
Manipulation et négociation commerciale
Résumé (en anglais)
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.
Mots-clés (en anglais) —
business negotiation · culture · manipulation · negotiation techniques · non-verbal languageTélécharger le PDF
Citer cet 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 ER -