On the Inconsistency of Negotiation Style among Young Sales Representatives (notice n° 523440)
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|---|---|
| fixed length control field | 01443cam a2200217 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250121100900.0 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | fre |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dc |
| 100 10 - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Brassier, Pascal |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | On the Inconsistency of Negotiation Style among Young Sales Representatives |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2016.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 6 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | How do young negotiators approach their negotiations? Between a social pressure that urges collaboration, the expectations and culture of their company, and their fears regarding confrontation and the necessary results, where can they find their personal style? This article looks critically at several points supporting such a paradox: sometimes contradictory factors of influence, heterogeneous attitudes, a questionable ability to adapt and adopt a more efficient style.An empirical study conducted with over 180 young negotiators shows that the development of a particular negotiation style is difficult. The existence of a “soft” plurality of styles suggests the benefit to be derived from more managerial support to expand the range of capabilities of young negotiators. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | competition |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | collaboration |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | business negotiation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | training |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | negotiation style |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Négociations | o 26 | 2 | 2016-11-10 | p. 103-120 | 1780-9231 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/journal-negociations-2016-2-page-103?lang=en&redirect-ssocas=7080">https://shs.cairn.info/journal-negociations-2016-2-page-103?lang=en&redirect-ssocas=7080</a> |
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