Analyse de négociation : les fondamentaux

Breslin J. W. and Jeffrey Z. Rubin (1991) eds., Negotiation Theory and Practice. Cambridge, MA:Program on Negotiation Books

Bazerman, M.H., Neale, M.A. (1992) “Negotiating Rationally”, New York: The Free Press.

Fisher, R. and Ury, W. (1981) “Getting to Yes: Negotiating Agreement Without Giving In”, Boston, MA: Houghton Mifflin Company.

 Hopmann, P.T. (1995) “Two Paradigms of Negotiation: Bargaining and Problem Solving”, Annals of the American Academy of Political and Social Science 542: 24-47.

 Hopmann P. T. (1996) The Negotiation Process and the Resolution of International Conflicts, Columbia: South Carolina Press

 Jönsson, C. (2002) “Diplomacy, Bargaining, and Negotiation”, in W. Carlsnaes, T. Risse, and B. A. Simmons (eds.) Handbook of International Relations, London: Sage Publications, pp. 212-34.

Keough, C.M. (1992) “Bargaining Arguments and Argumentative Bargainers”, in 24 L.L. Putnam and M. E. Roloff (eds.) Communication and Negotiation, Newbury Park, California: Sage Publications, pp. 109-27.

Kremenyuk V. A. (2002) ed., International Negotiation: Analysis, Approaches, Issues. San Francisco: Jossey-Bass Publishers

 Lax, D.A. and Sebenius, J.K. (1986) “The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain”, New York: The Free Press.

 Odell, J. (2009) “Three islands of knowledge about negotiation in international organization”, UCD, Dublin European Institute Working Paper 09-01, May.

 Pruitt, D.G. (1981) Negotiation Behavior, New York: Academic Press, Inc.

 Raiffa, H. (1982) “The Art and Science of Negotiation”, Cambridge, MA: HarvardUniversity Press.

 Schelling, T. (1960) “The Strategy of Conflict”, Cambridge: Harvard University Press.

 Starkey B. , Boyer M. and J. Wilkenfeld (2005) Negotiating a Complex World: An Introduction to International Negotiation, 2nd edition. Rowman & Littlefield Publishers

 Zartman, I.W. and Berman, M.R. (1982) “The Practical Negotiator”, New Haven, Connecticut: Yale University Press.

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