{"id":1944,"date":"2018-10-21T15:17:06","date_gmt":"2018-10-21T13:17:06","guid":{"rendered":"http:\/\/faugeron.net\/?p=1944"},"modified":"2026-03-21T11:09:49","modified_gmt":"2026-03-21T10:09:49","slug":"comment-reussir-une-negociation","status":"publish","type":"post","link":"https:\/\/faugeron.net\/?p=1944","title":{"rendered":"Comment r\u00e9ussir une n\u00e9gociation"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\"><em>Auteurs : Fisher &#8211; Ury &#8211; Patton<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ce livre explique de mani\u00e8re claire et avec quelques bons exemples, une m\u00e9thodologie de n\u00e9gociation, non pas bas\u00e9e sur des \u00ab\u00a0trucs\u00a0\u00bb mais plut\u00f4t sur des postures.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Une m\u00e9thode int\u00e9ressant en ce qu&rsquo;elle incite \u00e0 une n\u00e9gociation intelligente o\u00f9 les deux parties pourront en sortir par le haut et pr\u00e9server leur relation.<\/p>\n\n\n\n<!--more-->\n\n\n\n<p class=\"wp-block-paragraph\">Les \u00e9l\u00e9ments cl\u00e9s sont les suivants :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Pas de n\u00e9gociation sur des positions<\/li>\n\n\n\n<li>Apprendre \u00e0 traiter s\u00e9par\u00e9ment les questions de personnes et le diff\u00e9rend.<\/li>\n\n\n\n<li>Corollaire du premier point : se concentrer sur les int\u00e9r\u00eats en jeu.<\/li>\n\n\n\n<li>Imaginer de solutions procurant des b\u00e9n\u00e9fices mutuels<\/li>\n\n\n\n<li>Exiger l&rsquo;utilisation de crit\u00e8res objectifs<\/li>\n\n\n\n<li>Travailler sur une solution de repli (MESORE)<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">C&rsquo;est un ouvrage facile \u00e0 lire, plut\u00f4t succinct (200 pages environ) qui m\u00e9rite une lecture en compl\u00e9ment de celui sur les <a href=\"http:\/\/faugeron.net\/influence-et-manipulation\" target=\"_blank\" rel=\"noopener\">l&rsquo;influence et la&nbsp;<\/a><a href=\"http:\/\/faugeron.net\/influence-et-manipulation\" target=\"_blank\" rel=\"noopener\">manipulation<\/a>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">&nbsp;<\/p>\n\n<div class=\"twitter-share\"><a href=\"https:\/\/twitter.com\/intent\/tweet?via=ledza3\" class=\"twitter-share-button\">Tweet<\/a><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Auteurs : Fisher &#8211; Ury &#8211; Patton Ce livre explique de mani\u00e8re claire et avec quelques bons exemples, une m\u00e9thodologie de n\u00e9gociation, non pas bas\u00e9e sur des \u00ab\u00a0trucs\u00a0\u00bb mais plut\u00f4t sur des postures. Une m\u00e9thode int\u00e9ressant en ce qu&rsquo;elle incite \u00e0 une n\u00e9gociation intelligente o\u00f9 les deux parties pourront en sortir par le haut et [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":3976,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[4,75],"tags":[443,445,444,287],"class_list":["post-1944","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-lectures","category-management","tag-economie-comportementale","tag-manipulation","tag-negociation","tag-psychologie"],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/faugeron.net\/wp-content\/uploads\/2018\/10\/Comment-reussir-une-negociation.jpg?fit=150%2C220&ssl=1","jetpack_shortlink":"https:\/\/wp.me\/p74TSi-vm","jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/faugeron.net\/index.php?rest_route=\/wp\/v2\/posts\/1944","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/faugeron.net\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/faugeron.net\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/faugeron.net\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/faugeron.net\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1944"}],"version-history":[{"count":3,"href":"https:\/\/faugeron.net\/index.php?rest_route=\/wp\/v2\/posts\/1944\/revisions"}],"predecessor-version":[{"id":3977,"href":"https:\/\/faugeron.net\/index.php?rest_route=\/wp\/v2\/posts\/1944\/revisions\/3977"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/faugeron.net\/index.php?rest_route=\/wp\/v2\/media\/3976"}],"wp:attachment":[{"href":"https:\/\/faugeron.net\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1944"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/faugeron.net\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1944"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/faugeron.net\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1944"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}