Commercial negotiations

Négociations commerciales

Joël Mapendo Sangwa ()
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Joël Mapendo Sangwa: CREGO - Centre de Recherche en Gestion des Organisations (EA 7317) - UB - Université de Bourgogne - UMLP - Université Marie et Louis Pasteur - UBFC - Université Bourgogne Franche-Comté [COMUE], Université de Haute-Alsace (UHA) - Université de Haute-Alsace (UHA) Mulhouse - Colmar

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Abstract: This commercial negotiation course presents a structured approach combining the art and science of value creation. It is organized around three pillars: foundational knowledge, preparation and execution strategies, and human and relational factors.

Keywords: Negotiation Framework; Negotiation; Negotiation Power; Negotiation Protocols (search for similar items in EconPapers)
Date: 2026-03-09
Note: View the original document on HAL open archive server: https://hal.science/hal-05689296v1
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Published in Licence. Négociations commerciales, Colmar, France. 2026, pp.134

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-05689296

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