For an Innovative Approach to Financing Relationships in SMEs

By Nathalie Gardès, Karim Machat

This paper reports the findings of a study on negotiation capacity of small and medium-sized enterprises (SMEs) and the innovative way bank managers assess their risk of failure. Our study, which examines the negotiation capacity of SMEs’ owners, suggests that beyond financial criteria, the experience of relational interaction becomes a key point for the bank manager in order to assess the risk of failure of SMEs.
JEL Codes: M00, G32


  • negotiation capacity
  • risk of failure
  • interaction experience
  • SMEs
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