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Etudes de cas déposées (2014), ESSEC Business School

The international airline negotiation

Vivet Emmanuel, COLSON Aurélien

Complex team negotiation between France and a major Asian country, Kandonesia, over the conclusion of an air traffic rights treaty. This role-play simulation is inspired by a real case. The purchase of the case should not be separated from that of the teaching note containing Annex to distribute the roles in the group of learners. Lien vers l'article

VIVET, E. and COLSON, A. (2014). The international airline negotiation. ESSEC Business School.

Mots clés : #Team-negotiations, #International-negotiations, #Complex-negotiations, #Coalitions, #International-Negotiations