La négociation responsable

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.
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Julien Viau, Héla Sassi, Hubert Pujet. La négociation responsable. Négociations, De Boeck Supérieur, 2018, ⟨10.3917/neg.029.0157⟩. ⟨hal-02057478⟩

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