{"id":11980,"date":"2017-04-20T11:19:09","date_gmt":"2017-04-20T10:19:09","guid":{"rendered":"https:\/\/www.inovallee.com\/?p=11980\/"},"modified":"2017-04-20T11:19:09","modified_gmt":"2017-04-20T10:19:09","slug":"les-aspects-interculturels-dans-demarche-commerciale","status":"publish","type":"post","link":"https:\/\/www.inovallee.com\/en\/les-aspects-interculturels-dans-demarche-commerciale\/","title":{"rendered":"[Atelier Tarmac] Faut-il prendre en compte les aspects interculturels dans la d\u00e9marche commerciale ?"},"content":{"rendered":"

\"\"Choc des cultures, barri\u00e8re de la langue, les n\u00e9gociations commerciales dans un pays \u00e9tranger ne sont pas toujours simples. Alors doit-on se pr\u00e9parer aux aspects interculturels avant de partir ? Lei Rollin, consultante en d\u00e9veloppement commercial sur l\u2019Asie, a pu confirmer la n\u00e9cessit\u00e9 de conna\u00eetre les erreurs courantes \u00e0 \u00e9viter au cours d\u2019un atelier anim\u00e9 au Tarmac.<\/strong>
\n\u200b\u00ab D\u00e8s lors que vous souhaitez attaquer le march\u00e9 international, il ne faut pas n\u00e9gliger l\u2019aspect culturel dans votre d\u00e9marche commerciale\u00a0\u00bb, affirme Lei. \u00ab\u00a0Prenons un exemple : vous avez un commercial tr\u00e8s comp\u00e9tent, extr\u00eamement productif sur le march\u00e9 domestique, cela ne veut pas dire qu\u2019il sera aussi comp\u00e9tent \u00e0 l\u2019international, sachant que les us et coutumes peuvent \u00eatre totalement diff\u00e9rents des n\u00f4tres. La connaissance de l\u2019aspect culturel vous permettra de poser les bases de votre relation et d\u2019\u00eatre plus efficace dans votre d\u00e9marche commerciale.\u00a0\u00bb
\nIl est en effet important de s’informer de fa\u00e7on plus large sur le pays avec lequel on est en relations commerciales, car beaucoup de comportements, d’attitudes ou de valeurs sont diff\u00e9rents de ceux que l’on connait dans notre pays d\u2019origine. C’est notamment souvent le cas de la relation au temps : l’exactitude, les d\u00e9lais d’ex\u00e9cution, la dur\u00e9e de r\u00e9alisation des projets, le temps d’attente, la gestion des horaires, le mode de conduite d\u2019une r\u00e9union, le choix du bon moment… autant de situations o\u00f9 apparaissent souvent tr\u00e8s nettement les diff\u00e9rences culturelles.
\nSans pour autant tomber dans le pi\u00e8ge des st\u00e9r\u00e9otypes et autres g\u00e9n\u00e9ralisations n\u00e9gatives \u00e0 l\u2019encontre des autres cultures, l\u2019objectif de cet atelier \u00e9tait de permettre aux startupers de se doter du minimum n\u00e9cessaire de cl\u00e9s de d\u00e9codage de la culture \u00e0 laquelle ils vont \u00eatre confront\u00e9s, afin d\u2019\u00e9viter des probl\u00e8mes d\u2019\u00e9change et de communication, qui peuvent g\u00e9n\u00e9rer des tensions dans les relations commerciales.<\/p>\n

Traiter les aspects interculturels en faisant appara\u00eetre le dessous de l’iceberg<\/span><\/h4>\n

\"\"<\/strong><\/span><\/h4>\n

Le principe propos\u00e9 par Lei \u00e9tait de comparer la culture fran\u00e7aise avec d\u2019autres profils culturels dans le monde des affaires en utilisant les propres exp\u00e9riences des participants, \u00e0 travers une m\u00e9thode originale et ludique, qui a fait ses preuves. En positionnant un curseur en fonction des donn\u00e9es issues de cette m\u00e9thode, il devient possible d\u2019anticiper les probl\u00e9matiques auxquelles nous risquons d\u2019\u00eatre confront\u00e9s, pour ensuite trouver les moyens de s\u2019adapter \u00e0 la valeur de ses clients.
\nAppr\u00e9hender la distance hi\u00e9rarchique, le collectivisme, le besoin de comp\u00e9tition ou d\u2019harmonie, le comportement face \u00e0 l\u2019incertitude\u2026 Lei Rollin a donn\u00e9 quelques conseils cl\u00e9s pour chaque grande \u00ab\u00a0famille\u00a0\u00bb culturelle identifi\u00e9e. Elle a notamment soulign\u00e9 l\u2019importance de se faire accompagner dans les pays asiatiques par un interm\u00e9diaire qui conna\u00eet bien la culture business, sans quoi les n\u00e9gociations commerciales ont peu de chance d\u2019aboutir.
\nEt Lei Rollin a conclu cet atelier avec un conseil qui fait davantage appel au bon sens\u00a0: pour \u00e9viter toute mauvaise interpr\u00e9tation, \u00e9vitez de juger trop h\u00e2tivement et renseignez-vous\u00a0bien sur ces aspects culturels. Car bien souvent, les \u00e9l\u00e9ments non verbaux (mouvements du corps et du visage, tonalit\u00e9 de la voix, silences\u2026) peuvent avoir une signification radicalement diff\u00e9rente en fonction de la culture acquise depuis l\u2019enfance\u00a0!
\n 
\nContact<\/strong>
\n\"\"Lei Rollin – Consultante en d\u00e9veloppement commercial
\nT\u00e9l. 06 72 41 12 54
\nlei.rollin@business-francochine.com<\/a>
\nwww.business-francochine.com<\/a><\/p>","protected":false},"excerpt":{"rendered":"

Choc des cultures, barri\u00e8re de la langue, les n\u00e9gociations commerciales dans un pays \u00e9tranger ne sont pas toujours simples. Alors doit-on se pr\u00e9parer aux aspects interculturels avant de partir ? Lei Rollin, consultante en d\u00e9veloppement commercial sur l\u2019Asie, a pu confirmer la n\u00e9cessit\u00e9 de conna\u00eetre les erreurs courantes \u00e0 \u00e9viter au cours d\u2019un atelier anim\u00e9 […]<\/p>\n","protected":false},"author":6,"featured_media":11982,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[49,41,44],"tags":[],"class_list":["post-11980","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-international","category-entrepreneur-competences","category-tarmac-incubator"],"yoast_head":"\n[Atelier Tarmac] Faut-il prendre en compte les aspects interculturels dans la d\u00e9marche commerciale ? - inovall\u00e9e<\/title>\n<meta name=\"description\" content=\"Choc des cultures, barri\u00e8res de la langue... les aspects interculturels ne doivent pas \u00eatre n\u00e9glig\u00e9s dans la d\u00e9marche commerciale.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.inovallee.com\/en\/les-aspects-interculturels-dans-demarche-commerciale\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"[Atelier Tarmac] Faut-il prendre en compte les aspects interculturels dans la d\u00e9marche commerciale ? 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