For A Better Understanding of Opposing Negotiator Behavior

Abstract

This paper has two objectives. We start by trying to identify the intercultural factors that can influence international business negotiation. Second, we work to improve how organizations, both public and private, perceive their behavior. In order to do this, a qualitative exploratory study employing the individual interview method was conducted on a sample of Tunisian and French negotiators. "Nvivo 7" software, which is known to improve data analysis when a considerable corpus of information needs to be coded and classified into thematic categories, was used to process the collected data.