NEGOTIATING AT HOME, A KEY TO ADVANTAGE - PARALLEL STUDY IN THE FIELDOF SPORTS

Teams playing << at home >> win more often and more strongly than team s 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 se ems to be the keystone of this supremacy : subjectively increasing the geographical area where the players feel in security, these supporter s allow the home team to adopt attack behaviour, leading the away team to retire within itself. Can these facts be transfered to negotiating situations ? The present work proposes some research directions to an swer this question.