{"id":1188,"date":"2024-01-08T09:36:22","date_gmt":"2024-01-08T08:36:22","guid":{"rendered":"https:\/\/www.icra.global\/?p=1188"},"modified":"2024-08-16T14:26:45","modified_gmt":"2024-08-16T12:26:45","slug":"parole-dexpert-005","status":"publish","type":"post","link":"https:\/\/www.icra.global\/fr\/parole-dexpert-005\/","title":{"rendered":"La diff\u00e9rence entre position et int\u00e9r\u00eat dans une n\u00e9gociation"},"content":{"rendered":"<p>Dans le module \u201cTechniques de n\u00e9gociation\u201d de notre cours \u201cMaking Agribusiness Work\u201d, nous soulignons l\u2019importance de se concentrer sur <span style=\"color: #000000\">l\u2019INT\u00c9R\u00caT<\/span> plut\u00f4t que sur la POSITION dans le processus de n\u00e9gociation.<\/p>\n<h4><span style=\"color: #5270ff\">Position<\/span><\/h4>\n<p>La position repr\u00e9sente la demande annonc\u00e9e par l\u2019une des parties \u00e0 la n\u00e9gociation. Chaque partie a ses propres exigences. S\u2019en tenir \u00e0 ces seules demandes r\u00e9duit consid\u00e9rablement votre marge de man\u0153uvre.<\/p>\n<ul>\n<li>\u00ab Oui, j\u2019accepte votre demande. \u00bb<\/li>\n<li>\u00ab Non, je ne l\u2019accepte pas. \u00bb<\/li>\n<\/ul>\n<p>Les seuls r\u00e9sultats possibles de la n\u00e9gociation sont de c\u00e9der ou de ne pas c\u00e9der \u00e0 la demande.<\/p>\n<h4><span style=\"color: #5270ff\">Int\u00e9r\u00eat<\/span><\/h4>\n<p>Les int\u00e9r\u00eats repr\u00e9sentent le pourquoi ou les objectifs derri\u00e8re les demandes annonc\u00e9es. En comprenant ces int\u00e9r\u00eats, vous ouvrez la possibilit\u00e9 de solutions.<\/p>\n<ul>\n<li>\u00ab Si je comprends bien, vous voulez X parce qu\u2019il vous permet de faire Y et Z, c\u2019est bien \u00e7a ? \u00bb<\/li>\n<\/ul>\n<p>Un exemple : Je veux l\u2019orange ! Nous l\u2019expliquons en prenant l\u2019exemple de deux enfants qui se battent pour une orange. Le parent, essayant d\u2019\u00eatre juste, coupe l\u2019orange en deux et donne un morceau \u00e0 chacun. Mais apr\u00e8s avoir r\u00e9alis\u00e9 ce pour quoi chacun avait besoin ou voulait l\u2019orange, le parent se rend compte que ce n\u2019\u00e9tait pas la bonne solution !<\/p>\n<p>Cet exemple illustre notre propos de cette mani\u00e8re :<\/p>\n<p><span style=\"color: #5270ff\"><strong>Positions :<\/strong><\/span><\/p>\n<ul>\n<li>\u00ab Je veux l\u2019orange \u00bb<\/li>\n<li>\u00ab Je veux l\u2019orange aussi ! \u00bb<\/li>\n<\/ul>\n<p><span style=\"color: #5270ff\"><strong>Int\u00e9r\u00eats :<\/strong><\/span><\/p>\n<ul>\n<li>\u00ab Je veux le zeste de l\u2019orange pour faire un g\u00e2teau. \u00bb<\/li>\n<li>\u00ab Je veux le jus de l\u2019orange parce que j\u2019ai soif. \u00bb<\/li>\n<\/ul>\n<p>Si le parent avait explor\u00e9 les int\u00e9r\u00eats des deux enfants, il aurait trouv\u00e9 une solution possible pour que les deux gagnent ! Par exemple, r\u00e2per le zeste pour l\u2019un, puis presser le jus pour l\u2019autre. Et les deux enfants auraient eu le double de la quantit\u00e9.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Dans le module \u201cTechniques de n\u00e9gociation\u201d de notre cours \u201cMaking Agribusiness Work\u201d, nous soulignons l\u2019importance de se concentrer sur l\u2019INT\u00c9R\u00caT plut\u00f4t que sur la POSITION dans le processus de n\u00e9gociation. Position La position repr\u00e9sente la demande annonc\u00e9e par l\u2019une des parties \u00e0 la n\u00e9gociation. Chaque partie a ses propres exigences. S\u2019en tenir \u00e0 ces seules [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":2359,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[69],"class_list":["post-1188","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-agribusiness-fr"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>La diff\u00e9rence entre position et int\u00e9r\u00eat dans une n\u00e9gociation - iCRA<\/title>\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.icra.global\/fr\/parole-dexpert-005\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"La diff\u00e9rence entre position et int\u00e9r\u00eat dans une n\u00e9gociation - iCRA\" \/>\n<meta property=\"og:description\" content=\"Dans le module \u201cTechniques de n\u00e9gociation\u201d de notre cours \u201cMaking Agribusiness Work\u201d, nous soulignons l\u2019importance de se concentrer sur l\u2019INT\u00c9R\u00caT plut\u00f4t que sur la POSITION dans le processus de n\u00e9gociation. Position La position repr\u00e9sente la demande annonc\u00e9e par l\u2019une des parties \u00e0 la n\u00e9gociation. Chaque partie a ses propres exigences. S\u2019en tenir \u00e0 ces seules [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.icra.global\/fr\/parole-dexpert-005\/\" \/>\n<meta property=\"og:site_name\" content=\"iCRA\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/iCRAedu\/\" \/>\n<meta property=\"article:published_time\" content=\"2024-01-08T08:36:22+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-08-16T12:26:45+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.icra.global\/wp-content\/uploads\/2024\/01\/orange-iCRA-expert-bite.webp\" \/>\n\t<meta property=\"og:image:width\" content=\"1920\" \/>\n\t<meta property=\"og:image:height\" content=\"1440\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/webp\" \/>\n<meta name=\"author\" content=\"webzaken\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"webzaken\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"La diff\u00e9rence entre position et int\u00e9r\u00eat dans une n\u00e9gociation - iCRA","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.icra.global\/fr\/parole-dexpert-005\/","og_locale":"fr_FR","og_type":"article","og_title":"La diff\u00e9rence entre position et int\u00e9r\u00eat dans une n\u00e9gociation - iCRA","og_description":"Dans le module \u201cTechniques de n\u00e9gociation\u201d de notre cours \u201cMaking Agribusiness Work\u201d, nous soulignons l\u2019importance de se concentrer sur l\u2019INT\u00c9R\u00caT plut\u00f4t que sur la POSITION dans le processus de n\u00e9gociation. 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