Approcher la dimension interculturelle en négociation internationale

Revue Francaise de Gestion

Volumn 153, Issue 6, 2004, Pages 187-199

  Faure, Guy Olivier ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 67449164013     PISSN: 03384551     EISSN: None     Source Type: Journal    
DOI: None     Document Type: Article

References (45)

1. Adler N., International Dimensions of Organizational Behavior, Boston, Kent Publishing, 1986.
2. Akoun A., L'illusion sociale. Paris, PUF, 1989.
3. Binnendijk H., National Negotiating Styles, Washington, US Department of State, 1987.
4. Blaker M., Japanese International Negotiating Style, New York, Columbia University Press, 1977.
5. Chen D., "Three-dimensional Chinese Rationales in Negotiation", In Kolb D., Negotiation Eclectics, Cambridge, MA, PON Books, 1999.
6. Deng F., "Northern and Southern Sudan: the Nile", Culture and Negotiation, Faure et Rubin, Newbury Park, California, SAGE, 1993.
7. Dupont C., La négociation : conduite, théorie, applications, Paris, Dalloz, 1994.
8. Elgström O., Foreign Aid Negotiations, Aldershot , Avebury, 1992.
9. Elgström O., National culture and International Negotiations, Cooperation and Conflict, vol. 29, n° 3, 1994.
10. Fang T., Chinese Business Negotiating Style, Thousand Oaks, Sage, 1999.
11. Faure G. O., Rubin J. (eds.), Culture and Negotiation, Newbury Park, California, Sage, 1993.
12. Faure G. O., "Nonverbal Negotiation in China", Negotiation Journal, vol. 11, n° 1, 1995.
13. Faure, G. O., "Negotiation: the Chinese concept", Negotiation Journal, vol. 14, n° 1, 1998.
14. Faure, G. O., "The Cultural Dimension of Negotiation: The Chinese Case", Group Decision and Negotiation, Kluwer Academic Publishers, vol. 9, n° 3, 1999a.
15. Faure G. O., « L'approche chinoise de la négociation : stratégies et stratagèmes », Gérer et Comprendre, Annales des Mines, juin 1999b, p. 36-48.
16. Faure G. O., "Traditional Conflict Management in Africa and China", Traditional Cures for Modern Conflicts: African Conflict Medicine, Zartman I.W., Boulder (Colorado), Lynne Rienner Publishers, 2000a.
17. Faure G. O., "Joint Ventures in China and their Negotiation", International Economic Negotiation, Cheltenham, Kremenyuk V., Sjöstedt G., U.K. Edward Elgar publishers, 2000b.
18. Faure G. O., "Negotiation for Setting up Joint Ventures in China", International Negotiation, vol. 5, n° 1, 2000c.
19. Faure G. O., Mermet L., Touzard H., Dupont C., La négociation : situations et problématiques. Paris, Éditions Dunod, 2000.
20. Faure G. O., How People Negotiate(forthcoming).
21. Fisher G. International Negotiations: A Cross-Cultural perspective, Intercultural Press, Yarmouth, Maine, 1980.
22. Gauthey F., « Au-delà de la malédiction de Babel », ANDCP, Personnel, n° 360, mai 1995.
23. Graham J., "The Japanese Negotiating Style: Characteristics of a distinct Approach", Negotiation Journal, vol. 9, n° 2, April 1993.
24. Graham J., Sano Y., Smart Bargaining: doing business with the Japanese, Cambridge (Mass.), Ballinger, 1984.
25. Gulliver P. H., Disputes and Negotiation: A Cross-Cultural Perspective, New York, Academic Press, 1979.
26. Hall E., Beyond Culture, New York, Doubleday, 1976.
27. Hofstede G., Culture's Consequences, Beverly Hills, California, Sage, 1980.
28. Hofstede, G., « Relativité culturelle des pratiques et théorie de l'organisation », Revue fraņaise de gestion, septembre-octobre 1987.
29. Janosik R., "Rethinking the Culture-Negotiation Link", Negotiation Journal, 31987.
30. Jönsson C., Communication in International Bargaining, London, Pinter publishers, 1990.
31. Kimura H., "Soviet and Japanese Negotiation Behavior: The Spring 1977 Fisheries Talks", Orbis, 24, n° 1, 1980.
32. Kolb D., Faure G. O., "Organizational Theory: the interface of structure, culture, procedures and negotiation process", International Multilateral Negotiation, Zartman, San Francisco, Jossey- Bass, 1994.
33. Lang W., "A Professional's View", Culture and Negotiation, Faure et Rubin, Newbury Park, California, SAGE, 1993.
34. Lowi M., Rothman J., "Arabs and Israelis: the Jordan River", Culture and Negotiation, Faure et Rubin, Newbury Park, California, SAGE, 1993.
35. Redding G., The Spirit of Chinese Capitalism, Berlin, De Gruyter, 1990.
36. Roth A. et al., "Bargaining and Market Behavior in Jerusalem, Ljubljana, Pittsburgh, and Tokyo: An Experimental Study", American Economic Review, 81, 1993.
37. Rubin J. et Sander F., "Culture, Negotiation, and the Eye of the Beholder", Negotiation Journal, vol. 7, 1991.
38. Salacuse J., Making Global Deals, Boston, Houghton Mifflin, 1991.
39. Salacuse J., "Implications for Practitioners", Culture and Negotiation, Faure et Rubin, Newbury Park, California, SAGE, 1993.
40. Sjöstedt G., "Negotiating the Uruguay Round of the GATT", International Multilateral Negotiation, Zartman, San Francisco, Jossey-Bass, 1994.
41. Sjöstedt G. (ed.), Professional Culture in International Negotiation: Bridge or Rift ?, Lanham MD, Lexington Books, 2003.
42. Triandis H. C., Culture and Social Behavior, New York, Mc Graw-Hill, 1994.
43. Weiss S., "Opening a Dialogue on Negotiation and Culture: A 'Believer' Considers Skeptics'Views", Negotiation Eclectics, Kolb D., Cambridge, MA, PON Books, 1999.
44. Weiss S. et Stripp W., "Negotiating with Foreign Businesspersons", Working paper, 85-6, New York University Graduate School of Business Administration, 1985.
45. Zartman I.W., "A Skeptic's View", Culture and Negotiation, Faure G. O. et Rubin J., Newbury Park, California, Sage, 1993.