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Quand il faut choisir : le jeu distributif

Principes de la négociation distributive

Gérer la pression distributive

Quiz — Négociation distributive

Conduire une négociation distributive efficace quand l'enjeu est le partage d'une valeur fixe : ancrage, cadrage et gestion de la pression.

Quand la valeur à partager est fixe, tout devient tactique : ancrage, concessions mesurées et résistance à la pression.

La négociation distributive

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