Journal articles
Year
2004
Abstract
Which definition of the concept of parties’ rationality can we adopt in order to better undertand their negotiations? We start from Simon’s definition of limited rationality, explicit or implicit base of most research in negotiations nowadays. And, finally, we propose a new definition of limited rationality: limited not only by the parties’ environment but also by their intrapsychic conflicts.
DE CARLO, L. (2004). Vers une théorie élargie de la négociation. Rationalité, cadres cognitifs et émotions. Revue Française de Gestion, pp. 45-59.