Points de vue
Un certain regard sur l'Autre
Résumé (en anglais)
The article attempts to demonstrate to what extent business negotiation takes into account the opponent, i.e. the other. It reviews the various stages of negotiation explaining when, how and how much they are adapted to the other side's characteristics: collecting information, devising strategies, getting into contact, observing the other's and supervising one's own body language, fighting for the dominant position, building up constructs, making assumptions about the other. The article ends with a question addressed to the readers: Can we see the real "other"? Can others see the real "we"?
Mots-clés (en anglais) —
business negotiation · negotiation strategies · balance of power · cross-cultural negotiation · foreign negotiatorsCiter cet article
Constantinescu-Ștefănel, R. (2010). Un certain regard sur l'Autre. Dialogos, 21, 26–35.
Constantinescu-Ștefănel, Ruxandra. “Un certain regard sur l'Autre.” Dialogos, vol. 21, 2010, pp. 26–35.
Constantinescu-Ștefănel, Ruxandra. 2010. “Un certain regard sur l'Autre.” Dialogos 21: 26–35.
@article{constantinescustefanel2010certain,
author = {Constantinescu-Ștefănel, Ruxandra},
title = {Un certain regard sur l'Autre},
journal = {Dialogos},
year = {2010},
volume = {21},
pages = {26--35}
}TY - JOUR AU - Constantinescu-Ștefănel, Ruxandra TI - Un certain regard sur l'Autre JO - Dialogos PY - 2010 VL - 21 SP - 26 EP - 35 ER -