L'APPROCHE COGNITIVE DE LA NÉGOCIATION RÉSUMÉ

Abstract : This article analysis a the interdependence between two (or more) negotiator's determines the processes of the during problem solving in the negotiation. The negotiator essential argumentations during their dynamic thought process during problem solving a s e a r c h f o r individual and collective interest. With this processes, negotiators have the tools to come to clear judgments and creative, creative and acceptable solutions, influencing the strategic choice of one's bargaining negotiator's. The point is to be able to think with a common concept the negotiator's different reasons to defend a particular solution. This article examines the role of personality and influence of style of creative, intrinsic and extrinsic motivation, self-regulation, the strategic choice, in behaviour performance during the negotiation. Meanwhile, the decision process of negotiator's is influenced by the difficult conditions (imperfection of information, conflict of values, divergent interests, risk) is blurred, uncertain, chaotic, and does not exclude surprise and unexpected developments. However, their processes of the during problem solving is influenced by of the irrational behaviour and the manipulation of ten thousand executives and student negotiators check their personal cognitive biases and assumptions in order to reach the best agreements possible. Finally, I will try to demonstrate that the fulfilment of the resolution of the problem solving depends on the logic analysis of the problem solving, the building of the construction of the objective and rationality perception and a trust relationship between the parties, during the negotiation which are show to influence the mutual agreement.
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Svetlana Radtchenko-Draillard. L'APPROCHE COGNITIVE DE LA NÉGOCIATION RÉSUMÉ. Cahiers de psychologie politique, Association française de psychologie politique, 2011. ⟨hal-02196405⟩

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