La négociation responsable

Julien Viau (), Héla Sassi () and Hubert Pujet
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Julien Viau: CEREGE [Poitiers, La Rochelle] - Centre de recherche en gestion [EA 1722] - UP - Université de Poitiers = University of Poitiers - ULR - La Rochelle Université
Héla Sassi: UMA - Université de la Manouba [Tunisie]

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Abstract: In the digital age, confidential information and rumors spread quickly. Mobilized, even by the stakeholders who aren't in the negotiating table, these digital data increase the pressure on the negotiators before, during and after the discussions. This quasi-total transparency of the exchanges involves a new approach allowing to recognize the weak and absent parties to build sustainable agreements: the responsible negotiation also called the based global interest negotiation.

Keywords: acteurs non-humains; leadership partagé; négociation responsable; digital. (search for similar items in EconPapers)
Date: 2018-04-05
Note: View the original document on HAL open archive server: https://univ-rochelle.hal.science/hal-02057478v1
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Published in Négociations, 2018, ⟨10.3917/neg.029.0157⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02057478

DOI: 10.3917/neg.029.0157

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