{"id":5672,"date":"2025-05-30T11:06:06","date_gmt":"2025-05-30T09:06:06","guid":{"rendered":"https:\/\/hovinghandpartners.com\/what-is\/concessions\/"},"modified":"2025-06-11T17:42:16","modified_gmt":"2025-06-11T15:42:16","slug":"concessions","status":"publish","type":"glossary","link":"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/","title":{"rendered":"Concessions"},"content":{"rendered":"\n<p><strong>Les concessions sont-elles un signe de faiblesse dans la n\u00e9gociation ou un outil strat\u00e9gique ?<\/strong>  La r\u00e9ponse d\u00e9pend de la mani\u00e8re et du moment o\u00f9 vous les utilisez. Les concessions, lorsqu&rsquo;elles sont utilis\u00e9es \u00e0 bon escient, peuvent instaurer la confiance, cr\u00e9er de la valeur et permettre aux deux parties de parvenir \u00e0 un accord satisfaisant. <\/p>\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_83 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table des mati\u00e8res<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/#Concessions_dans_les_negociations\" >Concessions dans les n\u00e9gociations<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/#Concessions_signification\" >Concessions : signification<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/#Quest-ce_quune_concession_dans_une_negociation\" >Qu&rsquo;est-ce qu&rsquo;une concession dans une n\u00e9gociation ?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/#Que_signifie_%C2%AB_conceder_%C2%BB_dans_une_negociation\" >Que signifie \u00ab conc\u00e9der \u00bb dans une n\u00e9gociation ?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/#Quelle_est_la_difference_entre_negociations_et_concessions\" >Quelle est la diff\u00e9rence entre n\u00e9gociations et concessions ?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/#Comment_faire_des_concessions_lors_de_la_negociation\" >Comment faire des concessions lors de la n\u00e9gociation ?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/#Comment_demander_des_concessions\" >Comment demander des concessions ?<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-concessions-in-negotiation\"><span class=\"ez-toc-section\" id=\"Concessions_dans_les_negociations\"><\/span>Concessions dans les n\u00e9gociations<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Les concessions dans le cadre d&rsquo;une n\u00e9gociation font r\u00e9f\u00e9rence aux compromis faits par l&rsquo;une ou les deux parties afin de parvenir \u00e0 un accord. Il peut s&rsquo;agir de modifications du prix, des conditions de livraison, du champ d&rsquo;application ou d&rsquo;autres conditions. Une concession n&rsquo;est pas une perte si elle est utilis\u00e9e de mani\u00e8re strat\u00e9gique &#8211; c&rsquo;est un investissement pour conclure l&rsquo;affaire.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-concessions-meaning\"><span class=\"ez-toc-section\" id=\"Concessions_signification\"><\/span>Concessions : signification<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Une concession signifie que l&rsquo;on renonce \u00e0 quelque chose, mais dans les n\u00e9gociations, elle fait souvent partie d&rsquo;un mouvement tactique. Elle t\u00e9moigne d&rsquo;une certaine flexibilit\u00e9 et d&rsquo;une volont\u00e9 de collaboration. Cependant, des concessions non planifi\u00e9es ou non r\u00e9ciproques peuvent entra\u00eener un d\u00e9s\u00e9quilibre ou de la m\u00e9fiance.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-concessions-in-a-negotiation\"><span class=\"ez-toc-section\" id=\"Quest-ce_quune_concession_dans_une_negociation\"><\/span>Qu&rsquo;est-ce qu&rsquo;une concession dans une n\u00e9gociation ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Il s&rsquo;agit de compromis d\u00e9lib\u00e9r\u00e9s visant \u00e0 rapprocher les parties d&rsquo;un accord. Une concession peut prendre la forme d&rsquo;un rabais, d&rsquo;un d\u00e9lai suppl\u00e9mentaire, d&rsquo;un service additionnel ou d&rsquo;un ajustement de la politique. Les n\u00e9gociateurs efficaces \u00e9tiquettent leurs concessions afin d&rsquo;en souligner la valeur et d&rsquo;inciter \u00e0 la r\u00e9ciprocit\u00e9.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-does-concede-mean-in-negotiation\"><span class=\"ez-toc-section\" id=\"Que_signifie_%C2%AB_conceder_%C2%BB_dans_une_negociation\"><\/span>Que signifie \u00ab conc\u00e9der \u00bb dans une n\u00e9gociation ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>C\u00e9der signifie c\u00e9der ou accepter une demande faite par l&rsquo;autre partie. Mais dans le cadre d&rsquo;une n\u00e9gociation professionnelle, cela doit faire partie d&rsquo;une strat\u00e9gie et non d&rsquo;une r\u00e9action. Les concessions doivent toujours \u00eatre li\u00e9es \u00e0 une contrepartie, m\u00eame symbolique. Cela permet de maintenir l&rsquo;\u00e9quilibre et de fixer les attentes.   <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-is-the-difference-between-bargaining-and-concessions\"><span class=\"ez-toc-section\" id=\"Quelle_est_la_difference_entre_negociations_et_concessions\"><\/span>Quelle est la diff\u00e9rence entre n\u00e9gociations et concessions ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>La n\u00e9gociation est le processus global de concessions qui d\u00e9finit la n\u00e9gociation. Les concessions sont les \u00e9tapes individuelles &#8211; les concessions sp\u00e9cifiques &#8211; r\u00e9alis\u00e9es au cours de ce processus. La n\u00e9gociation peut se d\u00e9rouler sans concessions majeures si les deux parties restent proches de leurs positions initiales.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-how-do-you-go-about-making-concessions-during-the-negotiation\"><span class=\"ez-toc-section\" id=\"Comment_faire_des_concessions_lors_de_la_negociation\"><\/span>Comment faire des concessions lors de la n\u00e9gociation ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Planifiez \u00e0 l&rsquo;avance. Dressez la liste de ce que vous \u00eates pr\u00eat \u00e0 donner, dans quel ordre et sous quelles conditions. Identifiez clairement chaque concession (\u00ab nous offrons une r\u00e9duction de 5 % pour un paiement plus rapide \u00bb) afin d&rsquo;en renforcer la valeur. Et demandez toujours une contrepartie, m\u00eame symbolique.   <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-how-do-i-ask-for-concessions\"><span class=\"ez-toc-section\" id=\"Comment_demander_des_concessions\"><\/span>Comment demander des concessions ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Utilisez un cadre respectueux : \u00ab Serait-il possible de prolonger le d\u00e9lai de livraison compte tenu de nos contraintes actuelles ? \u00bb ou \u00ab En \u00e9change d&rsquo;une avanc\u00e9e aujourd&rsquo;hui, seriez-vous pr\u00eat \u00e0 r\u00e9viser les conditions de la garantie ? \u00bb Facilitez la t\u00e2che de l&rsquo;autre partie en lui permettant de r\u00e9pondre par l&rsquo;affirmative, mais laissez toujours une place \u00e0 la discussion. <\/p>\n\n<p><strong>M\u00e9thodologie de l&rsquo;ENS : L&rsquo;utilisation strat\u00e9gique des concessions<\/strong><\/p>\n\n<p>Chez Hovingh &amp; Partners, les concessions sont utilis\u00e9es comme des propositions conditionnelles dans la strat\u00e9gie de n\u00e9gociation de l&rsquo;ENS. Elles sont d\u00e9ploy\u00e9es dans la phase 3 (Proposer) et li\u00e9es au mouvement &#8211; jamais unilat\u00e9rales, jamais gratuites. Nous formons les professionnels pour qu&rsquo;ils puissent consid\u00e9rer chaque concession comme faisant partie d&rsquo;un \u00e9change de valeurs qui renforce la cr\u00e9dibilit\u00e9 et la collaboration.  <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div class=\"glossary-cta\">\n  <p><strong>Apprenez \u00e0 faire des concessions dans le cadre de n\u00e9gociations r\u00e9elles<\/strong> &#8211; d\u00e9couvrez notre <a href=\"https:\/\/hovinghandpartners.com\/fr\/programmes-formation-negociation\/\" target=\"_blank\" rel=\"noopener\"><strong>formation \u00e0 la n\u00e9gociation<\/strong><\/a>.<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Les concessions sont-elles un signe de faiblesse dans la n\u00e9gociation ou un outil strat\u00e9gique ? La r\u00e9ponse d\u00e9pend de la mani\u00e8re et du moment o\u00f9 vous les utilisez. Les concessions, lorsqu&rsquo;elles sont utilis\u00e9es \u00e0 bon escient, peuvent instaurer la confiance, cr\u00e9er de la valeur et permettre aux deux parties de parvenir \u00e0 un accord satisfaisant. Concessions dans les n\u00e9gociations Les &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":5543,"template":"","glossary-cat":[125],"class_list":["post-5672","glossary","type-glossary","status-publish","has-post-thumbnail","hentry","glossary-cat-negotiation"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.5 (Yoast SEO v27.7) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Les concessions dans la n\u00e9gociation : Le compromis strat\u00e9gique<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez le r\u00f4le des concessions dans la n\u00e9gociation, comment les utiliser, et comment la m\u00e9thodologie de l&#039;ENS les recadre comme des mouvements de cr\u00e9ation de valeur.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Concessions\" \/>\n<meta property=\"og:description\" content=\"D\u00e9couvrez le r\u00f4le des concessions dans la n\u00e9gociation, comment les utiliser, et comment la m\u00e9thodologie de l&#039;ENS les recadre comme des mouvements de cr\u00e9ation de valeur.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/concessions\/\" \/>\n<meta property=\"og:site_name\" content=\"Hovingh &amp; 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