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The Journal of Wealth Management

The Journal of Wealth Management

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Article

A Reliance on Predatory Behavior in the
Context of Financial Negotiation as
Soon as Given a Chance? A Three
Group Cross-Sectional and Longitudinal Study
on the Concept of Perceived Predation

Olivier Mesly, Jean-Pierre Lévy Mangin and François-Éric Racicot
The Journal of Wealth Management Fall 2012, 15 (2) 85-98; DOI: https://doi.org/10.3905/jwm.2012.15.2.085
Olivier Mesly
is a professor of marketing at the University of Québec in Outaouais, Quebec, Canada.
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  • For correspondence: olivier.mesly@uqo.ca
Jean-Pierre Lévy Mangin
is a professor of marketing at the University of Québec in Outaouais, Quebec, Canada.
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  • For correspondence: jean-pierre.levy-mangin@uqo.ca
François-Éric Racicot
is an associate professor of finance in the Telfer School of Management at the University of Ottawa in Ontario, Canada.
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  • For correspondence: racicot@telfer.uottawa.ca
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Abstract

This article discusses the notion of perceived predation (the idea that a vis-à-vis wants us harm, by surprise) and reveals some of the key findings following a longitudinal study conducted with three different groups in 2011. The study shows that untrained people invited to negotiate financial transactions with another party naturally tend to adopt a strong stance, one that can be perceived as predatory, whereas those with training in negotiation adopt somewhat of a more conciliatory attitude. The important implication of such findings is that portfolio managers who attempt to maximize their client’s wealth in an unrestricted manner may well, consciously or not, turn against the very interests of those clients by using techniques that minimize perceived predation.

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The Journal of Wealth Management: 15 (2)
The Journal of Wealth Management
Vol. 15, Issue 2
Fall 2012
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Citation Tools
A Reliance on Predatory Behavior in the
Context of Financial Negotiation as
Soon as Given a Chance? A Three
Group Cross-Sectional and Longitudinal Study
on the Concept of Perceived Predation
Olivier Mesly, Jean-Pierre Lévy Mangin, François-Éric Racicot
The Journal of Wealth Management Jul 2012, 15 (2) 85-98; DOI: 10.3905/jwm.2012.15.2.085

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A Reliance on Predatory Behavior in the
Context of Financial Negotiation as
Soon as Given a Chance? A Three
Group Cross-Sectional and Longitudinal Study
on the Concept of Perceived Predation
Olivier Mesly, Jean-Pierre Lévy Mangin, François-Éric Racicot
The Journal of Wealth Management Jul 2012, 15 (2) 85-98; DOI: 10.3905/jwm.2012.15.2.085
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  • Article
    • Abstract
    • THE BUYER–SELLER INTERPERSONAL RELATIONSHIP
    • CONCEPT OF PREDATION
    • STUDY
    • RESULTS
    • DISCUSSION AND ANALYSIS
    • CONCLUSION
    • ENDNOTES
    • REFERENCES
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  • PDF (Subscribers Only)

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