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Comment les comportements verbaux sont-ils liés à l'évolution des représentations mentales dans un contexte de négociation : études expérimentales dans le cadre de négociations-projets

Abstract : The aim of this thesis is to examine the relationships between communication and mental representations. Mental representations are negotiators' perceptions of different components of the negotiation, such as negotiating points and intergroup relations. Previous research showed that mental representations change during the negotiation. According to some authors, these changes may be due to distributive orientation or integrative orientation of verbal behaviors. Distributive orientation refers to the willingness to make profits to the detriment of the other party. Integrative orientation refers to the willingness to create an acceptable solution for both parties. Based on a literature review, it was supposed that attitudes of negotiators toward the negotiating project were expected to converge and intergroup perceptions to be improved (measured by intergroup differentiation, ingroup bias and outgroup homogeneity bias). It was also supposed that integrative verbal behaviors would more favor attitudes convergence, improvement of intergroup perceptions and negotiators satisfaction rather than distributive verbal behaviors. In order to test these hypotheses, four studies were conducted. Following our hypothesis, results showed attitudes convergence and better intergroup perceptions. However, relationships between verbal behaviors (integrative and distributive) and mental representations were found to be more complex than expected
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  • HAL Id : tel-00749800, version 1

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Julien Simon. Comment les comportements verbaux sont-ils liés à l'évolution des représentations mentales dans un contexte de négociation : études expérimentales dans le cadre de négociations-projets. Psychologie. Université Rennes 2; Université Européenne de Bretagne, 2010. Français. ⟨NNT : 2010REN20068⟩. ⟨tel-00749800⟩

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