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Ethics in Negotiations: The Confrontation between Representation and Practices

Claude Alavoine ()

No 2014-272, Working Papers from Department of Research, Ipag Business School

Abstract: While in practice negotiation is always a mix of cooperation and competition, these two elements correspond to different approaches of the relationship and also different orientations in term of strategy, techniques, tactics and argume

Keywords: competition; cooperation; ethics; negotiation; power (search for similar items in EconPapers)
Pages: 7 pages
Date: 2014-01-01
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