Pédagogie de la Négociation Commerciale : Etude des représentations chez les étudiants et propositions pour une rénovation pédagogique
Journal: Publications Et Travaux Academiques de Lorraine (Universite de Lorraine)
Year: 2013

Teaching business negotiation is a relatively recent activity. Research about this activity study the methods used, the contents transmitted, student activities, the role of the teacher ; research about students knowledge as one of the variables of the process are scarce.The work presented in this thesis studies the representations of negotiation among students. Its goal is to identify implicit knowledge and previous representations, in order to make proposals for some improvement in a negotiati