{"id":21703,"date":"2019-06-11T14:49:09","date_gmt":"2019-06-11T13:49:09","guid":{"rendered":"https:\/\/www.inovallee.com\/?p=21703"},"modified":"2019-06-11T14:49:09","modified_gmt":"2019-06-11T13:49:09","slug":"lart-de-negocier","status":"publish","type":"post","link":"http:\/\/www.inovallee.com\/en\/lart-de-negocier\/","title":{"rendered":"L\u2019art de n\u00e9gocier &#8230;"},"content":{"rendered":"<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.inovallee.com\/wp-content\/uploads\/2019\/06\/hani-sherry-1-900x900.jpg\" alt=\"\" class=\"wp-image-21708\"\/><\/figure>\n\n\n<p>Parce que la n\u00e9gociation est au c\u0153ur de toutes nos relations\n(conjoint, enfants, boss, salari\u00e9s, sous-traitants, associ\u00e9s, actionnaires, investisseurs,\nbanquier, amis \u2026) et concerne tous les sujets de la vie, depuis les sorties du\nweek-end jusqu\u2019\u00e0 la signature d\u2019un gros contrat en passant par le recrutement\nou l\u2019obtention d\u2019un pr\u00eat, ma\u00eetriser l\u2019art de n\u00e9gocier est un atout majeur.<\/p>\n\n\n<p>Le Tarmac a donc initi\u00e9 une s\u00e9rie de deux ateliers de\nformation \/ action sur le sujet, anim\u00e9s par Hani Sherry, co-fondateur de TiHive\net multi-dipl\u00f4m\u00e9, qui a notamment accept\u00e9 de partager ses exp\u00e9riences acquises\n\u00e0 Oxford.<\/p>\n\n\n<p>Petit retour sur ces deux ateliers \u2026 <\/p>\n\n\n<h3 class=\"wp-block-heading\"><strong><em>Quelques rappels sur la n\u00e9gociation<\/em><\/strong><\/h3>\n\n\n<ul class=\"wp-block-list\"><li>Bien comprendre et dissocier les 3 dimensions de\nla n\u00e9gociation&nbsp;: l\u2019objet, la position, et les int\u00e9r\u00eats de chacune des\nparties qui motivent les objectifs en se concentrant sur les int\u00e9r\u00eats<\/li><li>Lorsque l\u2019interlocuteur de braque sur sa\nposition, chercher \u00e0 comprendre les int\u00e9r\u00eats sous-jacents en demandant\nsimplement \u00ab&nbsp;pourquoi&nbsp;\u00bb<\/li><li>Attention aux a priori et aux perceptions\nerron\u00e9es, mais aussi aux ancrages que peut faire la partie adverse pour nous influencer\n<\/li><li>Ne jamais oublier que son interlocuteur est un\nhomologue, pas un opposant&nbsp;: n\u00e9gocier est un art subtil dont les deux\nparties doivent sortir vainqueur<\/li><li>Toujours essayer de se mettre \u00e0 sa place et concern\u00e9\npar ses int\u00e9r\u00eats <\/li><li>Ne pas oublier que le processus de d\u00e9cision est\ndiff\u00e9rent pour chacun et d\u00e9pend de diff\u00e9rents facteurs (culture, croyances,\nexp\u00e9riences, \u00e9ducation, habitudes \u2026)<\/li><li>Ne pas perdre de vue la r\u00e9ciprocit\u00e9 (\u00e9viter les\nconcessions unilat\u00e9rales)<\/li><\/ul>\n\n\n<p>La solution n\u2019est pas toujours la plus \u00e9vidente a priori&nbsp;:\nsi l\u2019on prend l\u2019exemple de deux enfants qui veulent tous les deux la seule\norange de la pani\u00e8re de fruits, il semblerait \u00e9vident de couper l\u2019orange en\ndeux et d\u2019en donner une moiti\u00e9 \u00e0 chacun pour \u00eatre \u00e9quitable en les satisfaisant\n\u00e0 50%. Mais en r\u00e9alit\u00e9, en demandant \u00e0 chacun pourquoi il veut l\u2019orange et ce\nqu\u2019il veut vraiment, on pourrait d\u00e9couvrir que l\u2019un veut la peau et la pulpe,\net l\u2019autre le jus&nbsp;: auquel cas il est possible de satisfaire \u00e0 100% la\ndemande des deux&nbsp;!<\/p>\n\n\n<h3 class=\"wp-block-heading\"><strong><em>Pour pr\u00e9parer sa n\u00e9gociation\u00a0: les 3 P<\/em><\/strong><\/h3>\n\n\n<ul class=\"wp-block-list\"><li>People (relations, coalitions) <ul><li>En amont\u00a0: regarder le pouvoir de d\u00e9cision des personnes pr\u00e9sentes<\/li><\/ul><ul><li>Pendant la n\u00e9gociation\u00a0: travailler la relation <\/li><\/ul><ul><li>En aval\u00a0: \u00e9tudier les coalitions et les relations de pouvoir <\/li><\/ul><\/li><li>Problems (motivations, solutions, justifications) <ul><li>Etudier les motivations\u00a0: qu\u2019est-ce qui est vraiment important pour eux, pour nous, en creusant les aspects rationnels et \u00e9motionnels (besoins, valeurs, passions \u2026), <\/li><\/ul><ul><li>Proposer DES solutions\u00a0: en restant loin des positions, en essayant de satisfaire les diff\u00e9rentes dimensions du probl\u00e8mes \u00e0 travers des solutions concr\u00e8tes, multivariables et impl\u00e9mentables <\/li><\/ul><ul><li>Objectiver\u00a0et justifier ces solutions (donn\u00e9es, analyses, lois \u2026) <\/li><\/ul><ul><li>Travailler son BATNA (voir plus loin) <\/li><\/ul><\/li><li>Process (communication, organisation de la r\u00e9union, r\u00f4les, plan d\u2019action, suivi) <ul><li>Pr\u00e9parer le meeting\u00a0: pourquoi (objectif), comment (m\u00e9thode), quoi (d\u00e9livrables), mais aussi qui, quand, o\u00f9 <\/li><\/ul><ul><li>Bien d\u00e9marrer le meeting\u00a0: faire une bonne premi\u00e8re impression, introduire le meeting <\/li><\/ul><ul><li>Pendant le meeting\u00a0: poser des questions, partager le plus d\u2019informations possibles (de mani\u00e8re \u00e9quilibr\u00e9e entre les deux parties), garder le rythme <\/li><\/ul><ul><li>Achever le meeting\u00a0: r\u00e9sumer et structurer, faire preuve de persuasion <\/li><\/ul><\/li><\/ul>\n\n\n<h3 class=\"wp-block-heading\"><strong>Les cl\u00e9s pour n\u00e9gocier<\/strong><\/h3>\n\n\n<ul class=\"wp-block-list\"><li>Comprendre le contexte, les enjeux, les int\u00e9r\u00eats\nde son interlocuteur, ses positions, ses freins<\/li><li>Se pr\u00e9parer aux questions pi\u00e8ges<\/li><li>Se fixer un objectif ambitieux avant la n\u00e9gociation\n(et le plus pr\u00e9cis possible)<\/li><li>N\u00e9gocier sur les diff\u00e9rences d\u2019importance&nbsp;:\nchacun des objets de la n\u00e9gociation a une valeur et un co\u00fbt diff\u00e9rent pour les\ndeux parties. L\u2019id\u00e9al est de pouvoir accepter ce qui est tr\u00e8s important pour l\u2019interlocuteur\net pas tr\u00e8s co\u00fbteux pour soi, et de tenir sur ce qui est tr\u00e8s important pour\nsoi et pas tr\u00e8s co\u00fbteux pour l\u2019autre.<\/li><li>Ne pas n\u00e9gocier item par item mais par bloc d\u2019items\nen n\u00e9gociant par r\u00e9ciprociy\u00e9 entre blocs sur le principe des hautes valeurs \/ bas\nco\u00fbt<\/li><li>Travailler son BATNA et essayer de comprendre\ncelui de son interlocuteur<\/li><li>Avant de partager le g\u00e2teau, s\u2019efforcer de le\nfaire grandir en \u00e9largissant le champ des possibles&nbsp;: bien n\u00e9gocier est un\nart de cr\u00e9er de la valeur, plus que de partager la valeur initiale. Le meilleur\ndeal est celui o\u00f9 les deux parties sortent le plus gagnantes.<\/li><li>Diff\u00e9rer la d\u00e9cision<\/li><li>Cacher sa joie&nbsp;: accepter trop vite et se\nmontrer trop satisfait laisse son interlocuteur imaginer qu\u2019il a perdu plus gagn\u00e9\ndans la n\u00e9gociation<\/li><li>Prendre en compte les diff\u00e9rences culturelles\nqui influent sur tous les aspects de la n\u00e9gociation (patience, temps de\nd\u00e9cision, part de l\u2019affect dans la d\u00e9cision, politesse \u2026)&nbsp;: voir mod\u00e8le de\nLewis&nbsp;: <a href=\"https:\/\/www.crossculture.com\/the-lewis-model-dimensions-of-behaviour\/\">https:\/\/www.crossculture.com\/the-lewis-model-dimensions-of-behaviour\/<\/a>\net identifier si le n\u00e9gociateur est issu d\u2019une culture lin\u00e9aire-active\n(n\u00e9gociation bas\u00e9e sur la logique et les r\u00e9sultat imm\u00e9diat et factuel), multi-active\n(n\u00e9gociation bas\u00e9e sur l\u2019\u00e9loquence et l\u2019\u00e9motion) ou r\u00e9active (n\u00e9gociation bas\u00e9e\nsur la modestie et la courtoisie)<\/li><li>Ne pas de laisser d\u00e9stabiliser par des man\u0153uvres coercitives\u00a0: garder confiance, self-control, sang-froid, et jouer sur les silences <\/li><\/ul>\n\n\n<h3 class=\"wp-block-heading\"><strong>BATNA et ZOPA dans la n\u00e9gociation<\/strong><\/h3>\n\n\n<figure class=\"wp-block-image\"><img fetchpriority=\"high\" decoding=\"async\" width=\"893\" height=\"393\" src=\"https:\/\/www.inovallee.com\/wp-content\/uploads\/2019\/06\/BATNA1.png\" alt=\"\" class=\"wp-image-21704\" srcset=\"https:\/\/www.inovallee.com\/wp-content\/uploads\/2019\/06\/BATNA1.png 893w, https:\/\/www.inovallee.com\/wp-content\/uploads\/2019\/06\/BATNA1-300x132.png 300w, https:\/\/www.inovallee.com\/wp-content\/uploads\/2019\/06\/BATNA1-768x338.png 768w\" sizes=\"(max-width: 893px) 100vw, 893px\" \/><\/figure>\n\n\n<p>Le BATNA (Better Alternative to a Negociated Agreement) est\nle ou les alternatives que peuvent envisager chacune des parties au cas o\u00f9 la\nn\u00e9gociation n\u2019aboutisse pas sur un accord. Il est fondamental d\u2019en avoir un (de\nle faire sentir \u00e0 son interlocuteur sans jamais le d\u00e9voiler), et de pressentir\ncelui ou ceux de l\u2019autre partie.<\/p>\n\n\n<p>La ZOPA (ZOne of Possible Agreement) est la zone entre les\ndeux BATNA dans laquelle la n\u00e9gociation peut aboutir \u00e0 un accord.<\/p>\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/www.inovallee.com\/wp-content\/uploads\/2019\/06\/ZOPA-900x482.png\" alt=\"\" class=\"wp-image-21706\"\/><\/figure>","protected":false},"excerpt":{"rendered":"<p>Parce que la n\u00e9gociation est au c\u0153ur de toutes nos relations (conjoint, enfants, boss, salari\u00e9s, sous-traitants, associ\u00e9s, actionnaires, investisseurs, banquier, amis \u2026) et concerne tous les sujets de la vie, depuis les sorties du week-end jusqu\u2019\u00e0 la signature d\u2019un gros contrat en passant par le recrutement ou l\u2019obtention d\u2019un pr\u00eat, ma\u00eetriser l\u2019art de n\u00e9gocier est [&hellip;]<\/p>\n","protected":false},"author":6,"featured_media":21708,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[48,41,44],"tags":[],"class_list":["post-21703","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-reussir-son-lancement-commercial","category-entrepreneur-competences","category-tarmac-incubator"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - 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