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Communication Dans Un Congrès Année : 2006

An Interactive Approach of Power in Negotiation: The Impact of Power Differential and Cognitive Differentiation on Negotiation Strategies and Outcomes

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hal-04325127 , version 1 (05-12-2023)

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  • HAL Id : hal-04325127 , version 1

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Maud Dampérat, Christian Guicherd. An Interactive Approach of Power in Negotiation: The Impact of Power Differential and Cognitive Differentiation on Negotiation Strategies and Outcomes. 22th Industrial Marketing & Purchasing Group Conference, IMP Group, Sep 2006, Milan (Italie), Italy. ⟨hal-04325127⟩

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