{"id":5701,"date":"2025-05-30T11:26:07","date_gmt":"2025-05-30T09:26:07","guid":{"rendered":"https:\/\/hovinghandpartners.com\/what-is\/compromis\/"},"modified":"2025-06-11T17:47:31","modified_gmt":"2025-06-11T15:47:31","slug":"compromis","status":"publish","type":"glossary","link":"https:\/\/hovinghandpartners.com\/fr\/what-is\/compromis\/","title":{"rendered":"Compromis"},"content":{"rendered":"\n<p><strong>Dans une n\u00e9gociation, renoncer \u00e0 quelque chose peut parfois vous permettre d&rsquo;obtenir davantage.<\/strong>  C&rsquo;est la logique qui sous-tend les compromis, l&rsquo;un des moyens les plus efficaces de cr\u00e9er de la valeur tout en maintenant l&rsquo;\u00e9quilibre dans des n\u00e9gociations complexes.<\/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\/compromis\/#Exemple_de_compromis_dans_une_negociation\" >Exemple de compromis 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-2\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/compromis\/#Quels_sont_les_exemples_de_compromis\" >Quels sont les exemples de compromis ?<\/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\/compromis\/#Comment_utiliser_un_compromis_de_negociation_pour_obtenir_des_resultats_favorables\" >Comment utiliser un compromis de n\u00e9gociation pour obtenir des r\u00e9sultats favorables ?<\/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\/compromis\/#Compromis_et_cout_dopportunite\" >Compromis et co\u00fbt d&rsquo;opportunit\u00e9<\/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\/compromis\/#Quest-ce_quun_compromis_en_economie\" >Qu&rsquo;est-ce qu&rsquo;un compromis en \u00e9conomie ?<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-trade-offs-in-negotiation-example\"><span class=\"ez-toc-section\" id=\"Exemple_de_compromis_dans_une_negociation\"><\/span>Exemple de compromis dans une n\u00e9gociation<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Imaginez qu&rsquo;un client refuse d&rsquo;augmenter son budget. Au lieu de supprimer des services, vous proposez de prolonger le d\u00e9lai ou de r\u00e9duire l\u00e9g\u00e8rement le champ d&rsquo;application &#8211; un compromis qui permet de maintenir l&rsquo;accord tout en g\u00e9rant les attentes des deux parties. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-examples-of-trade-offs\"><span class=\"ez-toc-section\" id=\"Quels_sont_les_exemples_de_compromis\"><\/span>Quels sont les exemples de compromis ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Offrir une r\u00e9duction en \u00e9change d&rsquo;un achat en gros<\/li>\n  <li>Raccourcir les d\u00e9lais de livraison en limitant la personnalisation<\/li>\n  <li>Fournir un soutien suppl\u00e9mentaire en \u00e9change d&rsquo;un contrat pluriannuel<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-how-to-use-a-negotiation-tradeoff-to-drive-favourable-outcomes\"><span class=\"ez-toc-section\" id=\"Comment_utiliser_un_compromis_de_negociation_pour_obtenir_des_resultats_favorables\"><\/span>Comment utiliser un compromis de n\u00e9gociation pour obtenir des r\u00e9sultats favorables ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Commencez par identifier les \u00e9l\u00e9ments auxquels vous tenez le plus et ceux auxquels vous pourriez renoncer sans trop perdre. Associez ensuite vos concessions \u00e0 des demandes : \u00ab Nous pouvons offrir X si nous recevons Y \u00bb. Cette structure garantit l \u00ab \u00e9quit\u00e9 et permet d \u00bb \u00e9viter les accords unilat\u00e9raux.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-trade-offs-vs-opportunity-cost\"><span class=\"ez-toc-section\" id=\"Compromis_et_cout_dopportunite\"><\/span>Compromis et co\u00fbt d&rsquo;opportunit\u00e9<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Les compromis impliquent de choisir activement entre plusieurs options, chacune ayant sa propre valeur. Le co\u00fbt d&rsquo;opportunit\u00e9 correspond \u00e0 ce que vous perdez en ne choisissant pas la meilleure option suivante. Lors d&rsquo;une n\u00e9gociation, le fait d \u00ab \u00eatre clair sur ces deux points vous aide \u00e0 d\u00e9cider quels compromis valent la peine d \u00bb \u00eatre faits.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-is-a-trade-off-in-economics\"><span class=\"ez-toc-section\" id=\"Quest-ce_quun_compromis_en_economie\"><\/span>Qu&rsquo;est-ce qu&rsquo;un compromis en \u00e9conomie ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>En \u00e9conomie, un compromis signifie que pour obtenir quelque chose, il faut renoncer \u00e0 quelque chose. C&rsquo;est le c\u0153ur de l&rsquo;allocation des ressources. Dans les n\u00e9gociations, cette logique s&rsquo;applique lorsque du temps, de l&rsquo;argent ou des services sont \u00e9chang\u00e9s pour d\u00e9gager une valeur mutuelle.  <\/p>\n\n<p><strong>M\u00e9thodologie de l&rsquo;ENS : comment les compromis sont utilis\u00e9s<\/strong><\/p>\n\n<p>Chez Hovingh &amp; Partners, les compromis sont au c\u0153ur de la phase 3 de notre strat\u00e9gie de n\u00e9gociation efficace (ENS) : Proposer. Nous formons les n\u00e9gociateurs \u00e0 \u00e9laborer des \u00ab propositions conditionnelles \u00bb, c&rsquo;est-\u00e0-dire \u00e0 donner quelque chose en demandant clairement quelque chose en retour. Cela permet d&rsquo;instaurer la confiance, de cr\u00e9er un \u00e9quilibre et d&rsquo;ouvrir de nouvelles possibilit\u00e9s.  <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div class=\"glossary-cta\">\n  <p><strong>Apprenez \u00e0 appliquer les compromis dans des 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>Dans une n\u00e9gociation, renoncer \u00e0 quelque chose peut parfois vous permettre d&rsquo;obtenir davantage. C&rsquo;est la logique qui sous-tend les compromis, l&rsquo;un des moyens les plus efficaces de cr\u00e9er de la valeur tout en maintenant l&rsquo;\u00e9quilibre dans des n\u00e9gociations complexes. Exemple de compromis dans une n\u00e9gociation Imaginez qu&rsquo;un client refuse d&rsquo;augmenter son budget. Au lieu de supprimer des services, vous proposez &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/compromis\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":5552,"template":"","glossary-cat":[125],"class_list":["post-5701","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 compromis dans la n\u00e9gociation : Signification et exemples<\/title>\n<meta name=\"description\" content=\"Apprenez \u00e0 utiliser les compromis dans la n\u00e9gociation et \u00e0 obtenir des r\u00e9sultats gagnant-gagnant. 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