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Chris Docs Essay

2857 words - 12 pages

NEGOCIATION
Samedi 16 fév. Contrôle.
Lors de la modélisation de la « négociation», utiliser les valeurs cibles de tel sorte que quand on fait varier un élément, ce la se répercute sur les autres. De ce fait on voit ce qui varie et ce qui ne l’est pas.
Plan d’intervention
I° Présentation générale
A° Pourquoi négocier
B° Définitions
C° Conditions pour une négociation efficace
D° La négociation interculturelle : définition et intérêt
E° La notion d’acteur
F° L’état d’esprit

II° Les étapes
A° Préparation de la négociation
B° Le processus
C° Les stratégies
D° Les techniques
E° Les tactiques

III° L’adaptation au contexte interculturel

...view middle of the document...

NEGOCIATION INTERCULTURELLE

Il s’agit d’une négociation qui a lieu dans un conteste de rencontre entre personnes dont les cultures respectives différent et qui, de ce fait, peuvent influencer le processus, la méthode et les résultats de cette négociation.

Notion d’acteur
Deux ou plusieurs parties peuvent intervenir dans une négociation. ON peut qualifier les acteurs de différentes façons :
-d’interlocuteur, de protagoniste (perception plutôt de la négociation)
-d’adversaires, de partenaires (ces deux qualificatifs sont évocateurs du climat de la négociation conflictuel ou coopératif).
Un acteur peut être un individu ou un groupe d’individus. Lorsqu’il s’agit d’un groupe, il peut y avoir une partie présente (négociateur au sens strict) et une partie absente de la table de négociation (expert, consultant, mandat).
Les caractéristiques individuelles des acteurs influent sur le déroulement de la négociation. Par exemple, l’âge, l’appartenance à une culture, un pays, le sexe vont forcément avoir une influence sur la négociation.
Ces critères sont ils vraiment discriminants. Pas toujours, il y a probablement plus de différences intragroupes que de différences intergroupes.
Cependant pour les négociations formelles, le conflit et la compétitivité sont importants et par conséquent ces négociations sont rarement un lieu confortable pour les femmes. Par contre, en France, les femmes sont considérées comme meilleures négociations commerciales.
Conditions pour une négociation à somme non nulle. X et Y doivent accepter d’augmenter la taille du gâteau.
La préparation
|Préparation |Lourde |Intermédiaire |Légère |
|situation | | | |
|Stratégique |Négociation | | |
| |-internationales | | |
| |-ventes de grands systèmes | | |
| |-d’alliance | | |
|Intermédiaire | |Négociations : | |
| | |-sociale | |
| | |-de sous-traitance | |
| | ...

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