| Titre | Négocier en confiance | |
|---|---|---|
| Auteur | Alain Lempereur | |
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Revue | Gestion 2000 |
| Numéro | Volume 33, 2016/1 Rubrique : Point de vue | |
| Page | 105-129 | |
| Résumé |
In order to reconcile their double objective of financial profitability and social performance, the institutions of microfinance developed the loans of group, with joint and several guarantee. This financial innovation aims at curing the informational problems of all credit activities are confronted. The object of this article is to identify the factors which explain the failure rate on this category of loans in an institution of microfinance in Cameroun (the MUFFA). Our empirical study, based on a logistic regression, shows that the self-selection of the members of the loan groups, their structure, the mutual monitoring and the pressure between the members of each group as well as the social capital of the members explain 78% of the unpaid rate for this category of loan. In order to reduce this unpaid rate, we formulated some recommendations for this institution and its women customers. Source : Éditeur (via Cairn.info) |
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| Résumé anglais |
What is the role of trust in negotiation ? A first approach detaches it from negotiation ; individuals are told to focus on interests. A second approach discards the game of economic actors and prefers to focus on its social constraints, placing negotiation in an exchange, where systemic constraints mitigate trust and freedom. A third approach, integrating the first two, suggests questioning as a foundation of negotiation as a double rapport, with interpersonal acknowledgement and problem solving. Negotiation is therefore conceived on both market and circumstances, but also on identity and structure. Trust therefore appears then as central and consubstantial of negotiation. Source : Éditeur (via Cairn.info) |
