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Negotiation: Theory and Practice.

Publication: Industrial Relations (Canadian)
Publication Date: 22-SEP-03 		Format: Online - approximately 1126 words
Delivery: Immediate Online Access
Full Article Title: Negotiation: Theory and Practice.(Book Review)

Article Excerpt
Negotiation: Theory and Practice par Alvin L. GOLDMAN et Jacques ROJOT, The Hague/London/New York: Kluwer Law International, 2003, 347 p., ISBN 90-4118-896-7.

Dans cet ouvrage, les auteurs abordent les differents themes associes a la negociation. L'analyse ne porte pas specifiquement sur le contexte des relation du travail mais bien sur l'activite en so sens le plus large. D'entree de jeu, Alvin Goldman et Jacques Rojot classent les ecrits sur ce sujet en deux categories, traites theoriques et guides pratiques. Le volume recense se veut, pour ses auteurs, un pont entre ces deux categories.

Dans un premier temps, les auteurs definissent le concept de negociation comme mode de resolution de conflits. Partant du postulat qu'il ne peut y avoir de negociation sans conflit, le premier chapitre porte sur ce dernier. Les auteurs y presentent trois approches traditionnelles et prennent position en faveur d'une approche > ou le conflit est reconnu comme inevitable et doit etre resolu. Un conflit peut etre resolu de differentes facons et c'est la qu'apparait l'importance...



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