I. Ouvrages théoriques de référence sur
lesquels est fondé le cadre conceptuel de la négociation
Barnard,
C.I., The Functions of the Executive,
Cambridge , Harvard University
Press, 1938.
Beauvois J.L, Traité de la servitude libérale, analyse de la soumission, Paris,
Dunod, 1994.
Beauvois J.L., Joule R.V. et Monteil
J.M. (Eds.) Perspectives cognitives et
conduites sociales, Cousset, Delval, 1989, 1991 (3 volumes) et
volume 4 Neufchâtel, Delachaux et Niestlé, 1993.
Beauvois J.L., Joule R.V., Soumission
et idéologies. Psychosociologie de la rationalisation, Paris, PUF, 1981.
Bellah
R.N. et al., Habits of the Heart : Individualism and Commitment in American
Life, Berkeley , University of California
Press, 1985.
Berthoz A., La décision, Odile Jacob, Paris, 2004.
Blau P.
M., Exchange and Power in Social Life,
New York ,
Wiley, 1964.
Boltanski L. et Thevenot L., De la Justification des économies
de la grandeur, Paris, Gallimard, NRF Essais, 1991.
Boltanski L. et Thevenot L., Les
Économies de la grandeur, Paris, PUF et CEE, 1987.
Boudon R., L'art de se persuader des idées douteuses fragiles ou fausses,
Paris, Fayard, Points, 1991.
Boudon R., La
Logique du social,
Paris, Hachette, 1979.
Boudon R., « Action », dans Boudon R. (éd.), Traité de Sociologie, Paris, PUF, 1992.
Cartwright
D. (ed.), Field Theory in Social
Science : Selected Theoretical Papers of Kurt Lewin, Tavistock, London , 1952.
Clausevitz K., De la Guerre ,
Paris, 1989, éditions Gérard Lebovici (orig. 1842).
Coser L.,
The Functions of Social Conflict, New York , The Free
Press, 1956.
Crozier M. et Friedberg E., L'Acteur
et le Système, Paris, Le Seuil, 1977.
Crozier M., Le Phénomène bureaucratique, Paris, Le Seuil, 1963.
Dupuy J.P., Introduction aux sciences sociales : logique des phénomènes
collectifs, Paris, Ellipses, 1992.
Elster
Jon, Nuts and Bolts for the Social
Sciences, Cambridge , Cambridge University
Press, 1989.
Farson
R., Management of the Absurd, Simon
and Schuster , New York , 1996.
Faucheux C. et Moscovici S., Psychologie
théorique et expérimentale, Paris, Mouton, 1971.
Festinger
L., A Theory of Cognitive Dissonance,
Evanston (Ill. ),
Row and Peterson, 1957.
Foucault M., Surveiller et Punir : Naissance de la Prison , Paris,
Gallimard, 1975.
Giddens
A., Central Problems in Social Theory, Berkeley , University
of California Press,
1979.
Giddens
A., New Rules of the Sociological Method,
New York ,
Basic Books, 1976.
Giddens
A., The Constitution of Society, Cambridge , Polity Press,
1984.
Giordano Y., « Décision et
organisations : quelles rationalités ? », Économie et Sociétés, avril 1991.
Goffman
E., The Presentation of Self in Everyday
Life, New York ,
Doubleday Anchor Books, 1954.
Goffman
E., The Presentation of Self in Everyday
Life, New York ,
Doubleday Anchor Books, 1954.
Goffman
E., Interaction Rituals : Essays on
Face to Face Behavior, London ,
Allen Lane ,
The Penguin Press, 1971.
Goffman
E., Frame Analysis, New York , Harper and Row, 1974.
Hargreaves
Heap S. et al., The Theory of
Choice : A Critical Guide, Blackwell, Oxford , 1992.
Kahneman
D., « Reference Points, Anchors Norms and Mixed Feelings », Organization Behavior and Human Decision
Processes, vol. 51, 1992, pp. 296-312.
Kahneman
D., Slovic P. et Tversky A., Judgment under Uncertainty : Heuristics and Biases, New York , Cambridge
University Press, 1982.
Katz D.
et Kahn R.L., The Social Psychology of Organizations, New York , Wiley, 1967.
Kiesler C.A. , The Psychology of Commitment. Experiments
linking Behavior to Belief, New
York , Academic Press, 1971.
Koontz et
O'Donnel, Principles of Management, McGraw
Hill , New York , 1968.
Korzybski
A., Science and Sanity : An
Introduction to Non-Aristotelician Systems, Institute of General Semantics ,
1994 (édition originale 1933).
Machiavel N., Instructions pour un Ambassadeur, Paris, Michael, 1823.
Machiavel N., Le Prince, édition présentée par Raymond Aron, Le livre de Poche,
Paris 1962.
March H.
G. et Simon H. A., Organizations, Wiley, New York , 1958.
March J.,
A Primer On Decision Making, New York , The Free
Press, 1994.
Maturana H.R.,
Varela F.J., The Tree of Knowledge, Boston and London , Shambhala, 1998.
Morel, C., Les decisions absurdes, Paris, Gallimard, 2002
Neale M.A.
and Bazerman M., « Negotiator
Cognition and Rationality : A Behavioral Decision Theory Perspective »,
Organizational Behaviour & Human
Decision Processes, vol. 51, 1992, pp. 157-175.
Olson M.,
The Logic of Collective Action, Cambridge , Mass. , Harvard University Press, 1965.
Parsons
T., The Social System, New York , The Free
Press, 1964.
Reynaud J.D., Les Règles du jeu, Paris, Armand Colin, 1989.
Reynaud J.D., Sociologie des conflits du travail, Paris, PUF, Que Sais-Je ?,
1982.
Rojot J., Théorie des organisations, Paris, ESKA, 2003, 2e éd.
2005.
Rojot J. et Bergman A., Comportement
et organisation, Paris, Vuibert, 1989.
Sayles
L., Behavior of Industrial Work Groups,
New York ,
Wiley, 1958.
Shannon
C.E., Weaver W., The Mathematical Theory of Communication,
Urbana , University of Illinois
Press, 1949.
Schelling
T.C., The Strategy of Conflict, Cambridge , Mass. , Harvard University Press, 1960.
Schelling
T.C., Micromotives and Macrobehavior,
New York, W.W. Norton and CO, 1978.
Schulz von Thun,
Miteinander reden, 3 volumes,
1981, 1989, 1998, Hamburg ,
RoRoRo, Sachbuch.
Simon H.
A., Administrative Behavior, 2e
édition, The Free Press, New York ,
1965.
Sun Zu,
L'Art de la Guerre , Economica,
Paris, 1988.
Tocqueville A. de, De la démocratie
en Amérique, Œuvres, Paris, Gallimard, La Pléiade , 1992.
Tocqueville A. de, Souvenirs,
Paris, Gallimard, Folio, 1999.
Tversky
A. et Kahneman D., « The
Belief in the Law of Numbers », Psychological
Bulletin, 76, 105-110, 1971.
Tversky
A. et Kahneman D.
« Availability : A Heuristic for Judging Frequency and
Probability », Cognitive Psychology,
5, 207-232, 1973.
Tversky
A. et Kahneman D., « Judgment
under Uncertainty : Heuristics and Biases », Science, 185, 1124-1131, 1974.
Tversky
A. et Kahneman D. « The
Framing of Decisions and the Psychology of Choice », Science, 211, 453-458, 1981.
Tversky
A. et Kahneman D.,
« Extensional versus Intuitive Reasoning : The Conjunction Fallacy in
Probability Judgment », Psychological
Review, 90, 293-315.
Varela
F.J., « The Origin of Perception : A Cartography of Current
Approaches », in Varela F.J. et
Dupuy J.P. (eds), Understanding Origins,
Norwell, Mass., Kluwer Associates, 1991.
Von Senger
O., Stratagèmes : Trois millénaires
de ruses pour vivre et survivre, Paris, Interéditions, 1992.
Watzlawick
P., An Antholgy of Human Communication,
Palo Alto ,
Science and Behavior Books, 1964.
Watzlawick
P., Beaver J.H. and Jackson D.D., Pragmatics of Human communication, New-York, Norton, 1967.
Weber M.,
The Theory of Social and Economic
Organization, New York ,
University Press, 1947.
Wheeler H. N., Industrial Conflict, An
Integrative Theory, Columbia , The University of South Carolina Press, 1985.
II. Travaux universitaires sur la
négociation, de synthèse, ou théoriques de nature générale, ou spécialisés,
mais d'importance particulière et généralisables à partir du domaine traité
Bacharach
S.B. et Lawler E.J., Bargaining, San Francisco , Jossey Bass, 1982.
Bazerman
M. H. et Lewicki R. J. (éd.), Negotiating in Organizations. Beverly Hills , CA :
Sage, 1963.
Bazerman
M.H. et Neale M.A., Negociating Rationally, New York , The Free
Press, 1992.
Bremond A., « L'autonomie des
acteurs de la négociation en présence d'incertitude sur les ``propres''
préférences d'une partie », Revue de
gestion des ressources humaines, no 33, septembre/octobre
1999.
Coddington
A., Theories of the Bargaining Process,
Chicago, Aldine Publishing Co, 1968.
Goldman
A. L., Settling for More, Washington , BNA Books,
1993.
Goldman
A. et Rojot J., Negotiation : Thoery and Practice,
Kluwer International, The Hague ,
2003.
Grint K.,
Fuzzy Management : Contemporary
ideas and practices at work, Oxford University Press, 1997.
Janis
I.L., Groupthink, Boston , Houghton Mifflin, 1982.
Janis
I.L., Victims of Groupthink, Boston , Houghton Mifflin,
1972.
Kolb B., Negociation, Thousand Oaks, Sage
Publications Inc., 1986.
Lax D. A.
et Sebenius J. K., The Manager as Negotiator, New York , Free Press,
1986.
Le Flanchec
A., « How to Reduce uncertainty in a Context of Innovation – The IBM
case », International Negotiation,
Brill Publishing, vol. 9, no 2, 2004.
Lewicki
R. J. et Litterer J. A., Negotiation, Homewood , IL :
R. D. Irwin, 1985.
Lewicki
R. J. et al., Negotiation, 2e éd., Burr Ridge, Il., Irwin, 1993.
Lewicki
R. J. et al., Negotiation : Readings ,
Exercises and Cases, 2e éd., Burr Ridge, Il., Irwin, 1993.
Lewicki
R. J. et al., Essentials of Negotiation, Burr Ridge, Il., McGraw Hill Irwin,
2001.
Morley I.
et Stephenson G., The Social Psychology of Bargaining,
Londres, George Allen and Unwin, 1977.
Neale
M.A. et Bazerman M.H., Cognition and Rationality in Negociation , New York , The Free Press, 1990.
Pen J.,
« A General Theory of Bargaining », American Economic Review, no 42, 1952.
Peters
E., Strategy and Tactics in Labor
Negotiations, New London, Connecticut, National Foremens Institute, 1955.
Pruitt
D.G., Negociating Behavior , New York ,
Academic Press, 1981.
Pruitt
D.G. et Carnevale P. J., Negociation in Social Conflict, Pacific Grove , Ca., Brooks
Cole Publishing Co., 1993.
Raiffa
H., The Art and Science of Negociation,
Cambridge , Harvard University
Press, 1982.
Rojot J.,
Negociation from Theory to Practice,
Londres, MacMillan, 1991.
Rojot J., La négociation, Vuibert, Paris, 1994.
Rojot J., La négociation, Vuibert Paris 2006, 2° edition revue, augmentée et
corrigée
Rubin
J.Z. et Brown B.R., The Social Psychology of Bargaining, New York , Academic
Press, 1975.
Sawyer J.
et Guetzow H., « Bargaining
and Negociations in International Relations », in Kilman, H. C., International Behavior : A
Social-Psychological Analysis, New
York , Holt, Rhinehart and Winston, 1965.
Sherif
M., Group Conflict and Cooperation,
Londres, Routledge and Kegan Paul, 1966.
Siegel S.
et Fouraker L. Bargaining and Group Decision Making :
Experiments in Bilateral Monopoly, New
York , McGraw Hill, 1960.
Stevens
C.M., Strategy and Collective Bargaining Negociations , New York , MacGraw Hill, 1963.
Thomas K.
W., « Conflict and Conflict Management », chapitre 21, in Marwin W. Dunette (éd.), Handbook of Industrial and Organizational
Psychology, Chicago, Rand McNally 1976, pp. 889-935.
Thomas K.
W., « Conflict and Negociation Processes in Organizations », in Dunette M. W. et Hough L. H. (éd.), Handbook
of Industrial and Organizational Psychology, 2e éd., vol. 3, pp.
651-718, Palo Alto, Consulting Psychologists Press, 1992.
Walton
R.E. et McKersie R.B., A Behavioral Theory of Labor Negotiations,
McGraw Hill , NY , 1965.
Warr P., Psychology and Collective Bargaining,
Londres, Hutchinson and Co., 1973.
Young
O.R. (éd.), Bargaining : Formal
Theories of Negociation, Urbana , University of Illinois Press , 1975.
III. Travaux portant sur un des aspects ou
domaines particuliers de la négociation (soit de nature purement théorique,
soit à base de recherches expérimentale ou d'études de cas). Y figurent surtout
des travaux de recherche auxquels sont ajoutées quelques études descriptives ou
illustratives dignes d'intérêt.
a)
Travaux d'intérêt
historique ou anecdotique
Bourbon Busset (de), J., La
Grande Conférence , Paris, Gallimard, 1963
Cailléres (de) F., De la manière de négocier avec les souverains, Londres, chez Jean
Nourse, 1750 (1716, trad. On the Manner of Negociating with Princes, Notre-Dame,
Notre-Dame University Press, 1963).
Potter
S., The Theory and Practice of
Gamessmanship : The Art of Winning Games Without Actually Cheating, New York , 1948.
Walder F., Saint Germain ou la négociation, Paris, Gallimard, 1994.
Whitney
J. O. et Packer T., Power Plays, New York , Simon and Schuster, 2000.
b) Approches
sociologiques
Bartos
O.J., Process and Outcomes of Negociations , New York ,
Columbia University Press, 1974.
Bartos O.
J., « Simple Models of Negociation, a Sociological Point of View », Journal of Conflict Resolution, no
24, 1977, pp. 565-579.
Kramer
R.M. et Messick D. M. (éd.), Negociation as a Social Process, 1995,
Sage Publications Inc, Thousand Oaks ,
1995.
Strauss
A., Negociations, Varieties, Contexts,
Processes and Social Order, San Francisco ,
Jossey Bass, 1979.
c)
Approches
psychologiques et de psychologie sociale
Asforth
B.E. et Mael F., « Social
Identity Theory and the Organization », Academy of Management Review, vol. 14, no 1,
1989, pp. 20-36.
Brockner
J. et Rubin J. Z., The social Psychology of Entrapment in
Escalating Conflicts, New York ,
Springer-Verlag, 1985.
Diekmann
K.A., Tenbrunsel A.E. et Galinsky A.D., « From self
prediction to self defeat : Behavioral Forecasting, self fulfilling
prophecies and the effect of competitive expectations », Journal of Personality and Social Psychology,
2003, (85), pp. 237-255.
Druckman
D. (éd.), Negociations : Social
Psychological Perspectives, Beverly
Hills , Sage Publications, 1977.
Druckman
D., « Dogmatism, Prenegotiation Experience and Simulated Group
Representation as Determinants of Dyadic Behavior in a Bargaining
Situation », Journal of Personality
and Social Psychology, 6, 1967, pp. 279-290.
Druckman
D., Zechmeister K. et Solomon D., « Determinants of
Bargaining Behavior in a Bilateral Monopoly Situation : Opponent's
Concession Rate and Relative Defensibility », Behavioral Science, 17, pp. 514-531, 1969.
Hamner
W.C., « Effects of Bargaining Strategy and Pressure to Reach an Agreement
in a Stalemated Negociation », Journal
of Personality and Social Psychology, 30 octobre 1977, pp. 458-467
Hamner
W.C. et Yukl G.A., « The
Effectiveness of Different Offer Strategies in Bargaining », in Druckman D. K., op. cit.
Harnett
D.L. et Cummings L. L., Bargaining Behavior, Houston , TX., Dame Publishing, 1980.
Hermann
M.G. et Kogan N. (1968),
« Negotiations in Leader and Delegate Groups », Journal of Conflict Resolution, 12, 1968, pp. 332-344.
Horai J.
et Tedeschi J.T., « The
Effects of Credibility and Magnitude of Punishment upon Compliance to
Threats », Journal of Personality
and Social Psychology, 12, 1969, pp. 164-169.
Hornstein
H.A., « The Effects of Different Magnitudes of Threat upon Interpersonal
Bargaining », Journal of
Experimental Social Psychology, 1, 1965,
pp. 282-293.
Keenan
P.A. et Carnevale, P.J.,
« Positive Effects of Within Group Cooperation on Between-Group
Negotiation », Journal of Applied
Social Psychology, vol. 19, no 12, 1, septembre 1989, pp.
977-992.
Kelley
H.H. et Stahelski A.J., « The
inference of intentions from moves in the Prisoner's Dilemna Game », Journal of Experimental Social Psychology,
1970, (6), pp. 401-419.
Komorita
S.S. and Barnes M., « Effects
of Pressures to Reach Agreement in Bargaining », Journal of Personality and Social Psychology, 13, 245-252.
Komorita
S.S., Aquino K.F. et Ellis A.L., « Coalition
Bargaining : A Comparison of the Theories Based on Allocation Norms
and Theories on Bargaining Strength », Social
Psychology Quarterly, vol. 52, no 3, septembre 1989, pp.
183-196.
Koopman
C., Snyder J., Jervis R., « Theory-Driven versus
Data-Driven Assessment in a Crisis », Journal
of Conflict Resolution, vol. 34, no 4, 1990,
pp. 694-722.
Mageneau
J.M. et Pruitt D.G., « the
Social Psychology of Bargaining : A Theoretical Synthesis », in
Stephenson G.M. et Brotherton C.J., Industrial
Relations : A Social Psychological Approach, New York , Wiley, 1979.
McGrath
J.E., « A Social Psychological Approach to the Study of
Negociation », in Bowers R. (éd.), Studies
on Behavior in Organizations : A Research Symposium, Athens,
University of Georgia Press, 1966, pp. 101-134.
McGrath
J.E. et Julian, J.W.,
« Interaction Process and Task Outcomes in Experimentally Created
Negociation Groups », Journal of
Psychological Studies, no 14, 1963, p. 119.
Nelson N.
C., Winning, Paramus , N.J. ,
Prentice Hall, 1997.
Oskamp
S., « Attitudes toxards U.S.
and Russian Actions : A double standard », Psychological Reports, vol. 16, 1965, pp. 43-46.
Pruitt
D., Negociation Behavior , New York ,
Academic Press, 1981.
Pruitt
D.G. et Drews J.L., « The
Effects of Time Pressure, Time Elapsed and the Opponents Concession Rate on
Behavior in Negotiation », Journal
of Experimental Social Psychology, 5, 1969, pp. 43-60.
Rubin
J.Z., « Wise and Mistaken Assumptions about Conflict and
Negotiation », Journal of Social
Issues, vol. 45, no 2, 1989, pp. 195-209.
Sherif M.
et D.W., Groups in Harmony and Tension,
New York ,
Harper and Row, 1953.
Sondak H.
et Bazerman M.H., « Matching
and Negotiating Process in Quasimarkets », Organizational Behaviour & Human Decision Processes, vol. 44, no 2,
octobre 1989, DD. 261-280.
Terhune
K.W., « The Effects of Personality in Cooperation and Conflict », in
Swingle P. (éd.), The Structure of
Conflict, New York, Academic Press, pp. 193-234.
Tosi Henry
L., « The Effects of Expectation Levels and Role Consensus on the
Buyer-Seller Dyad », Journal of
Business, octobre 1966, pp. 516-529.
Williams
G.R., Legal Negociation and Settlement,
Saint-Paul , MI , West, 1983.
Yukl
G.A., « Effect of Situational Variables and Opponent's Perceptions on a
Bargainer Perception, Aspiration and Concessions », Journal of Personality and Social Psychology, no 29,
1974, pp. 227-236.
Yukl
G.A., « Effects of the Opponent's initial Offer, Concession Magnitude on
Concession Frequency on Bargaining Behavior », Journal of Personality Psychology, no 29, 1974,
pp. 327-330.
Zechmeister
K. et Druckman D.,
« Determinants of Resolving a Conflict of Interest : A Simulation of
Political Decision-Making », Journal
of Conflict Resolution, 17, 63-88.
d) Approches
économiques
Cross
J.A., The Economics of Bargaining, New York , Basic Books,
1969.
Hicks
J.R., The Theory of Wages, 2e
édition, St. Martin's Press, New York ,
1963.
Pen J., The Wage Rate under Collective Bargaining,
Cambridge , Harvard University
Press, 1959.
Pen J.,
« A General Theory of Bargaining », American Economic Review, vol. 42, 1952, pp. 24-42.
e)
Approches
quantitatives et théorie des jeux
Harsanyi
J.C., « Approaches to the Bargaining Problem, before and after the Theory
of Games, a Critical Discussion of of Zeuthen's, Hicks's and Nash's
Theories », Econometrica, vol.
24, 1956, pp. 144-157.
McMillan
J., Games, Strategies and Managers, Oxford University
Press, 1992.
Nash
J.F., « The Bargaining Problem », Econometrica,
vol. 18, 1950, pp. 155-162.
Raiffa
H., « Arbitration Schemes for Generalized Two-Person Games », in Kuhn
et Tucker, Contributions to the Theory of
Games, vol. II, Princeton, Princeton University Press, 1953, pp. 361-387.
Rapoport
A., « Cognitive Conflict as a Function of Socialy Induced Cognitive
Differences », Journal of Conflict
Resolution, 13, 1969, pp. 143-148.
Rapoport
A., Game Theory as a Theory of Conflict
Resolution, D. Reidel Publishing Co., Dordrecht ,
1974.
Shapley
L.S., « A Value for a N-Person Game », in Kuhn and Tucker,
Contributions to the Theory of Games,
vol. II,
Princeton, Princeton University Press, 1953, pp. 303-317.
f)
Négociations
diplomatiques internationales
Clavel J.-D., De la négociation diplomatique multilatérale, Bruylant, Bruxelles,
1991.
Iklé
F.C., How Nations Negociate , New York ,
Harper and Row, 1964.
Merle M., « De la
négociation », Pouvoirs, no 15,
1980, p. 8.
Moisi D., « De la négociation
internationale », Pouvoirs, no 15,
1980, pp. 30-41.
Plantey A., La
Négociation
internationale, principes et méthodes, Paris, Éditions du CNRS, 1994.
Zartman
I.W., « Negociation, Theory and Reality », Journal of International Affairs, 29, Spring 1975, 69-77
Zartman
I.W., International Multilateral
Negociation, Approaches to the Management of Complexity, Cambridge , ON ,
Maxwell Macmillan, 1994.
g)
Négociations
sociales
Adam G. et Reynaud J.D., Conflits
du travail et changement social, PUF, 1978.
Birien J.-L., Buchet A., Granger G.,
Comment négocier avec les syndicats,
Paris, Publi-Union, 1978.
Chamberlain
N. A. et Kuhn J. W., Collective Bargaining, 2e
édition, McGraw Hill, New York, 1965.
Douglas
A. « The Peaceful Settlement of Industrial and Intergroup Disputes »,
Journal of Conflict Resolution, vol.
1, 1957.
Dunlop
J.T. et Chamberlain N.W. (éd.), Frontiers of Collective Bargaining, New York , Harper and
Row, 1968.
Evan W.M.
et McDougall J.A.,
« Interorganizational Conflict : A Labor-Management Bargaining
Experiment », Journal of Conflict
Resolution, 11, 1967, pp. 398-413.
Mercier A., « La négociation »,
CFDT Aujourd'hui, no 19,
mai-juin 1976.
Morel C., La Grève froide, Paris, les Éditions
d'Organisation, 1981.
Peterson
R.B. et Tracy L., « Testing a
Behavioral Theory Model of Labor Negotiations », Industrial Relations, vol. 16, no 1, février 1977.
Rojot J.,
International Collective Bargaining, Deventer (the Netherlands )
and Boston ,
Kluwer, 1976.
Tracy L.
et Peterson R.B.,
« Differences in Reactions of Union and Management Negotiators to the
Problem Solving Process », Industrial
Relations Journal, vol. 8, no 4, hiver 1977.
h) Négociations
commerciales
Evans F.,
« Selling as a Dyadic Relationship – A New Approach », American Behavioral Scientist, 6, 1963,
pp. 76-79.
Ghauri P.N. et Usunier J.-C., International
Business Negociations, Pergamon, Elsevier, Kidlington, 1996.
Jolibert A., et Tixier M., La Négociation commerciale, Paris, ESF, 1988.
i)
Conflit et
résolution de conflit, ADR, médiation
Axelrod
R., The Evolution of Cooperation, New York , Basic Books,
1984.
Boulding
K. E., Conflict and Defense : A
General Theory, New York ,
Harper and Row, 1962.
Carnevale
P.J., Pruitt D.G.,
« Negociation and Mediation », Annual
Review of Psychology, vol. 43, 1992, pp. 531-582.
Coser L.,
The Functions of Social Conflict, New York , The Free
Press, 1956.
Deutsch
M., The Resolution of Conflict, New Haven , Yale
University Press, 1973.
Deutsch
M., Epstein Y., D. Canavan et Gumpert P., « Strategies of Inducing Cooperation :
An Experimental Study », Journal of
Conflict Resolution, 11, 1967, pp. 345-360.
Druckman
D., « Prenegotiation Experience and Dyadic Conflict Resolution in a
Bargaining Situation », Journal of
Experimental Social Psychology, 4, 1968, pp. 367-383.
Druckman
D., Broome B.J., Korper S.H., « Values Differences
and Conflict Resolution : Facilitation or Delinking », Journal of Conflict Resolution,
vol. 32, no 3, 1988, pp. 489-510.
Filley
A., Interpersonal Conflict Resolution,
Glenview , Scott Foresman, 1975.
Fisher
R., « Third-Party Consultation as a Method of Intergroup Conflict
Resolution », Journal of Conflict
Resolution, vol. 27, no 2, 1983, pp. 301-334.
Fisher R.
et Brown S., Getting Together : Building a Relationship that Gets to Yes, Houghton
Mifflin, Boston ,
Mass, 1988.
Folger
J.P. et Jones T. S., New Directions in Mediation, Thousand
Oaks, Sage Publications, 1994.
Fraser
N.M. et Hipel K.W., Conflict Analysis, Models and Resolutions,
N.Y., North Holland, Elsevier Science Publishing Co, 1984.
Hall L.
(éd.), Negociation : Strategies for
Mutual Gain, Newbury Park (CA), Sage, 1993.
Kressel
K. et Pruitt D. G., Mediation Research : The Process and
Effectiveness of Third-Party Intervention, San Francisco , Jossey Bass, 1989.
Kuenne
R.E., « Conflict Management in Mature Rivalry » Journal of Conflict Resolution, vol. 33 no 3, septembre
1989, pp. 554-566.
Le Flanchec A., Voynnet-Fourboul
C. et Rojot J., « Rétablir la
confiance dans l'entreprise par le recours à la médiation », Relations Industrielles – Industrial
Relations, à paraître, vol. 61, 2006.
Littlejohn
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B.I., « Negociation as a psychological process », Journal of Conflict Resolution, no
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1969, pp. 110-117.
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Bachrach
P. et Baratz M.S., « The Two
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Berger
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Roloff
M.E. et Miller
G.R., Persuasion : New Directions in
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Blau
P.M., Exchange and Power in Social Life,
New York ,
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Buchanan
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Buchanan
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Dahl
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Dubin R.,
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Emerson
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Faley T.
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French
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Kakabadse
A. et Parker C., Power, Politics and Organizations, Chichester , John Wiley and sons, 1984.
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Pfeffer
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k) Communication,
information
Krauss
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« Communication in Interpersonal Bargaining », Journal of Personality and Social Psychology, 4, 1966, pp. 572-577.
Liebert
R.M., Smith W.P., Hill J.H. et Keiffer M., « The Effects of Information and Magnitude
of Initial Offer on Interpersonal Negotiation », Journal of Experimental Social Psychology, 4, 1968, pp. 431-441.
Manusov
V. et Scott R.J.,
« Intentionality behind Non-verbal Messages – A Perceiver's
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« Non-Verbal Behaviour in Families with Adolescents », Journal of Non-verbal Behaviour, vol. 13
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J.T. et Rosenfeld P.,
« Communication in Bargaining and Negociation », chapitre 8 in Roloff M.E. et Miller G.R.,
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IV. Ouvrages à vocation pédagogique à destination
des étudiants ou praticiens
Albrecht
K. et Albrecht S., Added-Value Negociating : The
Breakthrough Method for Building Balanced Deals, Burr Ridge, Il., Addison
Wesley/Irwin, 1993.
Altmann J. C., Les Techniques de la négociation, WEKA, Paris, 1980.
Atkinson
C.M.G., The Effective Negotiator,
Londres, Billings & Sons Ltd., 1980.
Audebert-Lasrochas P., Profession négociateur, Paris, Éditions
d'Organisation, 1995.
Audebert-Lasrochas P., La
Négociation , Paris, Éditions d'Organisation, 1999.
Beauvois J.-L. et Joule R.V., Petit
traité de manipulation à l'usage des honnêtes gens, Grenoble, Presses
universitaires de Grenoble, 1987
Bedell
G., Three steps to yes : the gentle
art of getting your way, Three Rivers Press, New York , 2001.
Bellenger L., Les Outils du négociateur : consulter, argumenter, réfuter,
Paris, Éditions ESF/EME, 1991.
Bellenger L., L'Argumentation, Paris, Éditions ESF/EME, 1992.
Bellenger L., La
Négociation , Paris, PUF, Que sais-je ?, 1984.
Bellenger L., Stratégies et tactiques de négociation, Paris, ESF, 1990.
Bourdoiseau Y., Savoir négocier, Paris, Retz, 1976.
Bournois F., Encyclopédie de la
Dirigeance , à paraître, 2006.
Branderburger
A.M. et Nalebuff B. J., Co-Opetition ,
New York , Doubleday, 1996.
Bruce L.,
« Negotiation Consensus in the Ivory Tower », International Management, mai 1988, pp. 64-68.
Calero
H.H., Winning the negotiation, New York , Hawthorne
Books, 1979.
Cathelineau M., Négocier gagnant, InterÉditions, Paris, 1991.
Cialdini
R., Influence, New York, William
Morrow and Co., 1984.
Cialdini
R., Influence : Science and Practice,
New York ,
Harpers Collins, 1993.
Cleary P.
J., The Negotiation Handbook, M E
Sharpe, Armonk and London ,
2001.
Cohen H.,
You Can Negotiate Anything, Bantam, New York , 1980.
Craver
C., The Intelligent Negotiator, Prima
Publishing, Roseville
CA., 2002.
Delage J. J. et Mayette M., Mieux
négocier avec le nouveau commerce : l'acheteur – son approche –
l'argumentaire – la négociations – les conditions – l'achat, Paris,
Chotard, 1990.
Dupont C., La
Négociation ,
conduite, théorie, applications, Paris, Dalloz, 1994.
Eales-Whyte
R., The Power of Persuasion, Cambs,
Wywem Business Library, 1992.
Ewis
D.V., Power Negotiation Tactics and
Techniques, Prentice-Hall, Englewood Cliffs,
New Jersey ,
1981.
Faure G. O. et autres, La négociation : situation et
problématiques, Nathan, Paris, 1998
Fischer
R. and Ury W., Getting to Yes, Negotiating Agreements
Without Giving In, Boston ,
Houghton Mifflin, 1981.
Fowler
A., Negotiation : Skills and
Strategies, Institute
of Personnel Management,
Londres, 1990.
Goguelin P., La
Négociation , frein
et moteur du management, Paris, ESF/EME, 1993.
Hall L., Negotiating for Mutual Gain, National
Institute for Dispute Resolution, Washington
D.C. , 1993.
Hamon M., Négocier avec succès, Paris, Nathan, 1994
Ilich J.,
Power Negotiating, Addison Wesley,
Reading, Mass. ,
États-Unis.
Johnson
R.A., Negotiation Basics, Thousand
Oaks, Sage Publications Inc., 1993.
Johnston
R.W., « Negotiating Strategies » Personnel,
mars/avril 1982, pp. 36-45.
Karass
C.L, Give and Take, New York , Crowell, 1974.
Karrass
C.L., Negotiate to Close – How to Make
More Successful Deals, Simon
& Schuster ,
New York , 1988.
Karrass
C.L., « Negotiating Outlook – Importance of Negotiating Cost and Other
Tactics », Purchasing, vol. 109,
25 octobre 1989, p. 49.
Kellar
E., Sales Negotiating Handbook, Prentice-Hall,
États-Unis, 1988.
Kennedy
G., Everything is negotiable, London,
Business Books Ltd., 1982.
Kennedy
G., Benson J. et McMillan J., Managing Negotiations, Londres, Business Books Ltd, 1980.
Kennedy
G., Field Guide to Negociation : A
Glossary of Essential Tools and Concepts for Today's Manager, Boston , Harvard
Business School
Press/The Economist, 1994.
Kolb D.M.
et Williams J., Everyday Negociation : Navigating the
Hidden Agenda in Bargaining, Jossey-Bass, 2003.
Korda M.,
Power ! How to Get, How to Use it,
New York ,
Random House, 1975.
Kosicki
S., The Creative Negotiator, Hants,
Gower, 1994.
Krause
D.G., « The Art of War for
Executives, Londres, Nicholas Breely, 1995.
Kuhn
R.L., Deal Maker : All the
Negotiating Skills and Secrets you Need, Wiley Chichester, 1988.
Launay R., La
Négociation , Paris, ESF, 1990.
Laurent L., Comment mener adroitement discussions et négociations, Montrouge,
Dunod, 1987.
Le Bail C., Comment négocier un contrat d'achat, Noisiel, Les Presses du
Management, 1993.
Lellouche Y., Guide PME. de la négociation commerciale, Paris, Dunod, 1994.
Leroux M., Les Dimensions cachées de la négociation, Paris, Insep Editions,
1994.
Levin E.,
Negotiating Tactics – Bargain Your Way to
Winning, Fawcett Columbine, États-Unis, 1980.
Lewin J.C.,
Smith J.C.A. et Wilson O.R., Guerilla Negociating , New York , J. Wiley and Sons, 1999.
Maquin A., Vente et négociation, Dalloz, 1993.
Marsh P.D.V.,
Contract Negotiator Handbook,
Aldershot England ,
1982, Gower Press.
Mastenbroek W.F.G.,
« The Negotiating Grid », Journal
of European Industrial Training, vol. 2, no 4, 1984.
Mastenbroek W.F.G.,
Negociate, Oxford , Basil Blackwell, 1989.
Maubert J.-F., Négocier, les clefs pour réussir, Paris, Dunod, 1991.
Missenard B., Savoir négocier face à face, Paris, Éditions d'Organisation, 1987.
Missenard B., La
Négociation , Paris, Éditions d'Organisation, 1988.
Nichols
R.G. et Stevens L.A. ,
Are You Listening, McGraw-Hill,
Maidenhead, 1957.
Nierenberg
C.I., et Calero H., How to Read a Person like a Book, New
York, Hawthorn Books Inc., 1971.
Nierenberg
C.I., Fundamentals of Negotiating, New York , Hawthorn
books, 1973.
Nierenberg
C.I., The Complete Negotiator, Souvenir
Press, Londres, 1986.
Nierenberg C.I.,
Negociating the Big Sale , Burr Ridge (Il.), Irwin, 1991.
Perrotin R., L'entretien d'achat, tactiques de négociation, Paris, Éditions
d'Organisation, 1991.
Rackham N.
et Carlisle
J., « The Effective Negotiator », Journal
of European Industrial Training, 2, 6, 1978.
Ramundo
B. A., Effective Negociation,
Westport, Co, Quorum Books, 1992.
Reardon K.
K., The skilled negociator, San Francisco ,
Jossey-Bass, 1994.
Rinehart L.M.,
Cadotte E.R. et Langley C.J. Jr, « Shipper-Carrier
Contract Negotiations – A Conceptual Foundation for Logistics Managers », International Journal of Physical
Distribution & Materials Management, vol. 18, no 6, 1988,
pp. 43-46.
Rowe M.P.,
« Is Getting to a Specific Yes Always the Point ? », Sloan Management Review, hiver 1989, pp.
89-91.
Ruskin A.M.
et Estes W.E., « Negotiate
for What You Want », Chemical
Engineering, vol. 89, 25 janvier 1982, p. 117 et 8 février 1982, p. 117.
Saner R.,
The Expert Negociator, The Hague , Kluwer Law International,
1997.
Satterfield M.,
How to Negociate the Raise you Deserve,
Lincolnwood, Il., NTC Crain, 1994.
Savage G.T.,
Blair J.D. et Sorenson R.L., « Consider Both
Relationships and Substance when Negotiating Strategically », Academy of Management Executive, vol. 3, no 1, pp.
37-46.
Sayles
L., What Effective Managers Do and How
they Do it, New York ,
McGraw Hill, 1979.
Shell G.
R., Bargaining to Advantage, London , Penguin, 1999.
Schoonmaker A.N.,
Negociating to Win, Englewood Cliffs N.J., Prentice Hall, 1989.
Scott B.,
The skills of negociating, London , Gower, 1981.
Scott W.,
Constructive Negotiation, Gower, Aldershot , 1986.
Scott W.,
Negotiating, Paradigm Publishing,
Royaume-Uni, 1988.
Scott W.,
The Skills of Constructive Negotiating, Gower,
Aldershot , 1990.
Sparks D.B.,
The Dynamics of Effective Negotiation,
Houston , Texas ,
Gulf Publishing Company, chapitre 12, 1982.
Stark P.B.
et Flaherty J., The Only Negotiating Guide You'll Ever Need,
New York ,
Broadway Books, 2003.
Steele P.,
Murphy H. et Russell R., It's a Deal, McGraw-Hill, Maidenhead, 1990.
Thomas J.,
Negociate to win, Collins, New York , 2005.
Thompson L.,
The Mind and Heart of the Negociator,
Prentice Hall, Upper Saddle River ,
New Jersey , 2001.
Trump D.J.
et Schwartz T., The Art of the Deal, Randon House , New York ,
1987.
Trump D.J.,
Lerrhsen C., Trump – Surviving at the Top, Random House, New York , 1990.
Ury W., Geting past No : Dealing with difficult
people, 1991.
Volkema R.J.,
The Negociation Tool Kit, Amacom , New York ,
1999.
Williams
G.R., « Style and Effectiveness in Negociation in Changing Tactics »,
in Hall
L. (éd.), Negociating for Mutual Gain,
Washington D.C. , National Institute for Dispute
Resolution, 1993.
Winham G.
R., « Negociation as a Management Process », World Politics, 30, octobre 1977, pp. 87-114.
Winkler J.,
Bargaining for Results, Londres,
Heineman, 1981.
Zartman
I.W., (éd.), The 50 % Solution.,
New York ,
Anchor, Press, 1976
Zartman
I.W., The Negociation Process :
Theories and Applications, Beverly
Hills , Sage Publications, 1978.
Zartman
I.W. et Berman M.R., The Practical Negociator, New Haven , Yale
University Press, 1982.
Zosel M.J.,
« How to Win Closure and Influence People », Training and Development Journal, vol. 44, no 1, janvier
1990, pp. 31-35.
V. Cultures nationales et négociation,
négociations interculturelles
Axtell R.E.,
Do's and Taboos around the World, Wiley,
New York ,
1990.
Axtell R.E.,
Do's and Taboos of Hosting International
Visitors, Wiley, New York ,
1990.
Banks J.C.,
« Negotiating International Mining Agreements Wi-Win versus Win-Lose
Bargaining », Columbia Journal of
World Business, vol. 22, no 4, hiver 1987, pp. 67-73.
Bendahmane
D.B. et McDonald J.W., International Negociation, Washington,
1984, US Department of State, Foreign Institute Center for the Study of Foreign
Affairs.
Bendahmane D.B.
and McDonald J.W., Perspectives on Negociation, Washington,
1984, U.S. Department of State, Foreign Institute Center for the Study of
Foreign Affairs.
Binnendijk
H., National Negociating Styles,
Washington, 1987, US Department of State, Foreign Institute Center for the
Study of Foreign Affairs.
Burt D.M.,
« The Nuance of Negociating Overseas », Journal of Purchasing and Material Management, hiver 1984, pp. 2-8.
Callies A., France-Japon. Confrontation culturelle dans les entreprises mixtes,
Paris, Méridiens-Klincksieck, 1986.
Casse P., La
Négociation
interculturelle, Paris, Chotard, 1987.
Casse P.
et Deol S., Managing Intercultural Negociations, Washington, DC, Sietar
International, 1985.
Cottam M.L.,
« Cognitive Psychology and Bargaining Behaviour : Peru versus the Multinational
Corporations », Political
Psychology, vol. 10, no 3, septembre 1989, pp. 445-475.
Ferry N., Comment négocier les achats et les ventes en France et à l'étranger,
Moniteur, Paris, 1988.
Fisher R.
et Ury N., Getting to Yes, London , Hutchinson , 1983.
Geertz C.,
The Interpretation of Cultures, Basic
Books, New York ,
2000.
Gelfand M.J. et
Brett J.M. (eds), The Handbook of
Negociation and Culture, Stanford University Press, Stanford, 2004.
Glover M.K.,
« Do's and Taboos – Cultural Aspects of International Business », Business America, 13 août 1990, pp. 2-6.
Graham J.,
« The Influence of Culture on the Process of Business Negotiations :
An Exploratory Study », Journal of
International Business Studies, 38, 1985, pp. 81-96.
Graham J.L.
et Herberger R.A.,
« Negotiators Abroad – Don't Shoot from the Hip », Harvard Business Review, vol. 61,
juillet-août 1983, pp. 160-167.
Gulliver P.H.,
Disputes and Negociations : A
Cross-Cultural Perspective, New
York , Academic Press, 1979.
Hall E.T.,
The Hidden Dimension, New York , Doubleday,
1959.
Hall E.T.,
The Silent Language, New York , Doubleday,
1966.
Hall E.T.,
Beyond Culture, New York , Doubleday, 1976.
Harnert D.L.,
Cummings L.L. et Hamner W.C., « Personality,
Bargaining Style and Pay Off in Bilateral Monopoly Bargaining among European
Managers », Sociometry, 36,
1973, pp. 325-345.
Hofstede
G., « Motivation, Leadership and Organisation Do American Theories Apply
Abroad ? », Organizational
Dynamics, 1980.
Hofstede
G., Culture's Consequences. International
Differences in Work Related Values, Beverley Hills ,
Sage Publications, 1980.
Kapoor A.,
Planning for International Business
Negotiation, Cambridge ,
Mass. , Ballinger, 1975.
Kelley M.
et Worthley R., « The Role of
Culture in Comparative Management : A Cross-Cultural Perspective », Academy of Management Journal, vol. 24, 1981, pp. 164-173.
King P.G.,
« Negotiations over Mineral and Petroleum Contracts in Developing
Countries – A New Explanation », Journal
of Economic and Industrial Relations, vol. 1, no 4, 1987,
pp. 355-67.
Kroeber
A.L. et Kluckholn C.,
« Culture : A critical Review of Concepts and Definitions », Peabody Museum Papers, vol. 47, no 1,
1952, Cambridge Mass. , Harvard University Press.
Kublin M.,
International Negociating : A Primer
for American Business Professionals, Binghampton (N.Y.), International
Business Press, 1995.
March R.M.,
Getting Together. Subtlety and Strategy
beyond Western Logic, Kodensha International, Tokyo , 1988.
Nakane C., La
Société japonaise,
Paris, Armand Colin, 1974, 197 p. (traduit de l'anglais : Japanese Society, Londres, Penguin,
1970, à partir de l'ouvrage japonais Tate
Shakai no Ningen Kankei [Relations
humaines dans la société verticale]) Kôdansha, Tokyo, 1967.
Pluchart J.J., « Négociation commerciale :
la leçon chinoise », Revue française
de gestion, printemps 1996.
Posses F.,
The Art of International Negociation, Londres,
TNR Productions, 1978.
Pye L.W.,
Chinese Negociating Style :
Commercial Approaches and Cultural Principles, Wesport Co., Quorum Books,
1992.
Quanghy H.,
Andrulis R. et Tong C., A Guide to
Successful Business Relations with China ,
Binghampton , NY , International Business Press, 1994.
Rainelli M., La négociation commerciale et financière internationale, Economica,
Paris, 1995.
Smircich
L., « Concepts of Culture and Organizational Analysis », Administrative Science Quarterly, 1983,
vol. 28.
Stewart S.
et Keown C.F., « Talking with
the Dragon : Negotiating in the People's Republic of China », Columbia Journal of World Business, automne 1989, pp. 68-72.
Trompenaars
F. et Hampdten-Turner C., Riding the Waves of Culture : Understanding Diversity in Global
Business, McGraw Hill , New York , 1998.
Yuann J.K.,
« Negotiating a Technology Licence », China Business Review, vol. 14, no 3, mai-juin 1987, pp.
50-52.
VI. Ouvrages populaires sur les modes de
pensée et de réflexion « alternatifs » applicables à la négociation
Criqui P.L. et Matarasso E., Devenez
un maître négociateur : une nouvelle approche de la persuasion,
Noisiel, Les Presses du Management, 1992.
Cudicio C., Mieux vendre avec la PNL :
des stratégies pour convaincre, Paris, Éditions d'Organisation, 1993.
De Bono E.,
The Use of Lateral Thinking, Penguin,
Londres, 1967.
De Bono E.,
Conflicts – A Better Way of Doing Things, Harrap,
Londres, 1985.
De Bono E.,
PO : Beyond Yes and No, Penguin,
Londres, 1972.
Délivré F., Le Pouvoir de négocier : négocier avec les outils de l'analyse
transactionnelle, Paris, InterÉditions, 1994.
Harris T.,
I'm OK, You're OK, New York , Harper and Row, 1967.
Wollams S.
et Brown M., The Total Handbook of Transactional Analysis, Englewood Cliffs, N.J., Prentice Hall, 1979.
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