L'ambivalence et l'ambiguïté, fondations mouvantes de la négociation (notice n° 761991)
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| fixed length control field | 03166cam a2200361 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250123102826.0 |
| 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 | Mermet, Laurent |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | L'ambivalence et l'ambiguïté, fondations mouvantes de la négociation |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2014.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 42 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | La négociation, comme pratique ou comme concept, ne va pas sans un certain flou. On montre ici qu’il tient à l’ambivalence relationnelle et à l’ambiguïté des contenus qui sont inhérentes à la négociation, du fait de son caractère mixte, à la fois intégratif et distributif. Le texte en explore quelques conséquences. Pour la pratique, ambivalence et ambiguïté sont sources de fierté pour le professionnel de la négociation et de stress pour le négociateur occasionnel. Du point de vue de la recherche, le flou fondamental de la négociation explique sans doute en partie l’indifférence ou le rejet que le concept et le phénomène suscitent chez de nombreux chercheurs. Pourtant, parce qu’elles sont au fondement même de la négociation, l’ambivalence et l’ambiguïté méritent de revenir au centre des recherches spécialisées sur la négociation. Surtout, dans un contexte politique et managérial marqué par la montée des usages stratégiques de l’ambiguïté, il y a là un rôle important à jouer pour la recherche en négociation. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | There is inevitably some vagueness about negotiation both as practice and as concept. We show here that this is due to inevitable ambivalence in the relationship between negotiators and ambiguity in negotiation contents, the root cause of both being the mix of integrative and distributive dimensions inherent in negotiation. In practice, ambivalence and ambiguity are a source of pride for the expert negotiator and a source of stress for the occasional one. They may also partly explain why so many social science researchers are reluctant to concentrate either on the phenomenon or on the concept of negotiation. Taking the opposite view, we defend the idea that ambivalence and ambiguity are at the core of the practice and theory of negotiation and deserve a central place in negotiation research. We believe this would enhance the relevance of negotiation research at a time when both public policies and private management practice tend to rely heavily on ambiguous commitments and orientations (for instance in our own field of environment and sustainable development but also, we believe, in many other domains). |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | coopération |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | pragmatisme |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | conflit |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | ambigüité |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | ambivalence |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | stress |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | négociation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | recherche en négociation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | cooperation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | stress |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | negotiation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | pragmatism |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | conflict |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | ambivalence |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | negotiation research |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | ambiguity |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Négociations | 21 | 1 | 2014-04-25 | p. 147-160 | 1780-9231 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/revue-negociations-2014-1-page-147?lang=fr&redirect-ssocas=7080">https://shs.cairn.info/revue-negociations-2014-1-page-147?lang=fr&redirect-ssocas=7080</a> |
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