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Le lieu de négociation, un atout pour la victoire; étude parallèle sur terrain sportif

Abstract : Teams playing "at home" win more often and more strongly than teams playing "away". In rugby football, this can be attributed to the systematic supremacy of the team playing on its own field during the offensive period of the game. The presence of supporting spectators seems to be the keystone of this supremacy : subjectively increasing the greographical area where the players feel in security, these supporters allow the home team to adopt attack behaviour, leading the away team to retire within itself. Can these facts be transfered to negociating situations? The present work proposes some research directions to answer this question.
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Bernard Gangloff, F. Bon. Le lieu de négociation, un atout pour la victoire; étude parallèle sur terrain sportif . European Review of Applied Psychology / Revue Européenne de Psychologie Appliquée, Elsevier, 1993, 43 (4), pp.263-269. ⟨hal-01704775⟩

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