{"id":5714,"date":"2025-05-30T12:00:51","date_gmt":"2025-05-30T10:00:51","guid":{"rendered":"https:\/\/hovinghandpartners.com\/what-is\/tactiques-de-negociation\/"},"modified":"2025-06-11T17:59:11","modified_gmt":"2025-06-11T15:59:11","slug":"tactiques-de-negociation","status":"publish","type":"glossary","link":"https:\/\/hovinghandpartners.com\/fr\/what-is\/tactiques-de-negociation\/","title":{"rendered":"Tactiques de n\u00e9gociation"},"content":{"rendered":"\n<p><strong>Que vous n\u00e9gociiez un contrat ou un salaire, la tactique est importante.<\/strong>  Savoir comment appliquer les bonnes tactiques de n\u00e9gociation &#8211; et quand les utiliser &#8211; peut faire la diff\u00e9rence entre conclure l&rsquo;affaire ou repartir les mains vides.<\/p>\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_85 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\/tactiques-de-negociation\/#Exemples_de_tactiques_de_negociation\" >Exemples de tactiques de 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\/tactiques-de-negociation\/#Tactiques_de_negociation_salaire\" >Tactiques de n\u00e9gociation salaire<\/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\/tactiques-de-negociation\/#Tactiques_de_negociation_dans_les_entreprises\" >Tactiques de n\u00e9gociation dans les entreprises<\/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\/tactiques-de-negociation\/#Tactiques_de_negociation_dans_les_marches_publics\" >Tactiques de n\u00e9gociation dans les march\u00e9s publics<\/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\/tactiques-de-negociation\/#Tactiques_de_negociation_sur_le_lieu_de_travail\" >Tactiques de n\u00e9gociation sur le lieu de travail<\/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\/tactiques-de-negociation\/#Tactiques_de_negociation_dans_la_communication\" >Tactiques de n\u00e9gociation dans la communication<\/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\/tactiques-de-negociation\/#Quelles_sont_les_tactiques_de_negociation_les_plus_courantes\" >Quelles sont les tactiques de n\u00e9gociation les plus courantes ?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/tactiques-de-negociation\/#Quelles_sont_les_5_regles_de_la_negociation\" >Quelles sont les 5 r\u00e8gles 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-9\" href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/tactiques-de-negociation\/#Quest-ce_que_la_regle_des_7030_en_matiere_de_negociation\" >Qu&rsquo;est-ce que la r\u00e8gle des 70\/30 en mati\u00e8re de n\u00e9gociation ?<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-examples\"><span class=\"ez-toc-section\" id=\"Exemples_de_tactiques_de_negociation\"><\/span>Exemples de tactiques de n\u00e9gociation<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Ancrage : fixer la premi\u00e8re offre pour d\u00e9finir la fourchette de n\u00e9gociation<\/li>\n  <li>Miroir : r\u00e9p\u00e9ter des mots cl\u00e9s pour \u00e9tablir un rapport.<\/li>\n  <li>Silence : utiliser des pauses strat\u00e9giques pour obtenir des concessions<\/li>\n  <li>L&rsquo;\u00e9tiquetage : nommer des \u00e9motions ou des positions pour les valider et les d\u00e9sarmer.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-salary\"><span class=\"ez-toc-section\" id=\"Tactiques_de_negociation_salaire\"><\/span>Tactiques de n\u00e9gociation salaire<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Lors des n\u00e9gociations salariales, les candidats ont souvent recours \u00e0 des tactiques telles que l&rsquo;analyse comparative, la pr\u00e9sentation de la r\u00e9mun\u00e9ration en fonction du march\u00e9 et l&rsquo;expression d&rsquo;un int\u00e9r\u00eat pour le poste tout en fixant des attentes fermes. L&rsquo;ancrage et le choix du moment de la demande &#8211; par exemple, apr\u00e8s qu&rsquo;une offre d&#8217;emploi a \u00e9t\u00e9 faite &#8211; sont essentiels pour r\u00e9ussir. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-business\"><span class=\"ez-toc-section\" id=\"Tactiques_de_negociation_dans_les_entreprises\"><\/span>Tactiques de n\u00e9gociation dans les entreprises<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Les n\u00e9gociations commerciales font appel \u00e0 des tactiques qui permettent d \u00ab \u00e9quilibrer la cr\u00e9ation de valeur et l&rsquo;affirmation de soi. Il s&rsquo;agit notamment de formuler des propositions, d&rsquo;utiliser des d\u00e9lais pour faire pression, d&rsquo;introduire des alternatives (BATNA) et de g\u00e9rer les concessions afin de maintenir l \u00bb \u00e9quit\u00e9 et la force per\u00e7ues. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-procurement\"><span class=\"ez-toc-section\" id=\"Tactiques_de_negociation_dans_les_marches_publics\"><\/span>Tactiques de n\u00e9gociation dans les march\u00e9s publics<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Les professionnels de l&rsquo;approvisionnement utilisent des tactiques telles que les appels d&rsquo;offres, les mod\u00e8les d&rsquo;\u00e9valuation des fournisseurs et les achats group\u00e9s pour am\u00e9liorer l&rsquo;effet de levier. Des sp\u00e9cifications claires, une analyse du co\u00fbt total de possession et la d\u00e9finition d&rsquo;alternatives sont \u00e9galement essentielles dans les n\u00e9gociations avec les fournisseurs. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-the-workplace\"><span class=\"ez-toc-section\" id=\"Tactiques_de_negociation_sur_le_lieu_de_travail\"><\/span>Tactiques de n\u00e9gociation sur le lieu de travail<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>En interne, les tactiques de n\u00e9gociation visent souvent \u00e0 aligner les int\u00e9r\u00eats, \u00e0 g\u00e9rer les priorit\u00e9s et \u00e0 influencer les d\u00e9cisions. Parmi les exemples les plus courants, on peut citer les compromis entre les services, le cadrage bas\u00e9 sur les int\u00e9r\u00eats et l&rsquo;utilisation d&rsquo;objectifs communs pour naviguer dans la politique interne. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-negotiation-tactics-in-communication\"><span class=\"ez-toc-section\" id=\"Tactiques_de_negociation_dans_la_communication\"><\/span>Tactiques de n\u00e9gociation dans la communication<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>La communication strat\u00e9gique est essentielle dans la n\u00e9gociation. Des tactiques telles que l&rsquo;utilisation de questions calibr\u00e9es (\u00ab Comment cela fonctionnerait-il ? \u00bb), la gestion du ton et du langage corporel, et la formulation de messages autour d&rsquo;int\u00e9r\u00eats mutuels contribuent \u00e0 des interactions plus efficaces. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-common-negotiation-tactics\"><span class=\"ez-toc-section\" id=\"Quelles_sont_les_tactiques_de_negociation_les_plus_courantes\"><\/span>Quelles sont les tactiques de n\u00e9gociation les plus courantes ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Bon flic \/ mauvais flic<\/li>\n  <li>Pression sur les d\u00e9lais<\/li>\n  <li>Jouer les idiots<\/li>\n  <li>Grignotage (ajout de petites demandes \u00e0 la fin)<\/li>\n  <li>S&rsquo;\u00e9loigner pour obtenir un effet de levier<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-are-the-5-rules-of-negotiation\"><span class=\"ez-toc-section\" id=\"Quelles_sont_les_5_regles_de_la_negociation\"><\/span>Quelles sont les 5 r\u00e8gles de la n\u00e9gociation ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n  <li>Soyez pr\u00eat : connaissez vos objectifs et vos limites<\/li>\n  <li>\u00c9couter activement et poser des questions<\/li>\n  <li>Formulez des propositions autour de la valeur mutuelle<\/li>\n  <li>Utilisez le temps et le silence de mani\u00e8re strat\u00e9gique<\/li>\n  <li>Connaissez toujours votre BATNA<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-is-the-70-30-rule-in-negotiation\"><span class=\"ez-toc-section\" id=\"Quest-ce_que_la_regle_des_7030_en_matiere_de_negociation\"><\/span>Qu&rsquo;est-ce que la r\u00e8gle des 70\/30 en mati\u00e8re de n\u00e9gociation ?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Cette r\u00e8gle sugg\u00e8re que vous devriez \u00e9couter 70 % du temps et ne parler que 30 %. Elle met l&rsquo;accent sur l&rsquo;importance de l&rsquo;\u00e9coute active, de la lecture entre les lignes et du fait de laisser l&rsquo;autre partie r\u00e9v\u00e9ler des informations utiles avant de pr\u00e9senter votre propre position. <\/p>\n\n<p><strong>M\u00e9thodologie de l&rsquo;ENS : Tactique structur\u00e9e en 4 phases<\/strong><\/p>\n\n<p>Chez Hovingh &amp; Partners, les tactiques de n\u00e9gociation s&rsquo;inscrivent dans notre mod\u00e8le ENS en 4 phases : Pr\u00e9paration, Positionnement, Proposition et Cl\u00f4ture. Nous aidons les professionnels \u00e0 s\u00e9lectionner et \u00e0 appliquer des tactiques align\u00e9es sur la strat\u00e9gie, le contexte et l&rsquo;\u00e9thique &#8211; en veillant \u00e0 ce qu&rsquo;elles ne soient pas seulement persuasives, mais aussi durables. <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div class=\"glossary-cta\">\n  <p><strong>Apprenez \u00e0 appliquer des tactiques de n\u00e9gociation dans des situations r\u00e9elles<\/strong>. <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>Que vous n\u00e9gociiez un contrat ou un salaire, la tactique est importante. Savoir comment appliquer les bonnes tactiques de n\u00e9gociation &#8211; et quand les utiliser &#8211; peut faire la diff\u00e9rence entre conclure l&rsquo;affaire ou repartir les mains vides. Exemples de tactiques de n\u00e9gociation Ancrage : fixer la premi\u00e8re offre pour d\u00e9finir la fourchette de n\u00e9gociation Miroir : r\u00e9p\u00e9ter des mots &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/tactiques-de-negociation\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":5561,"template":"","glossary-cat":[125],"class_list":["post-5714","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 v27.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Tactiques de n\u00e9gociation : Outils d&#039;influence<\/title>\n<meta name=\"description\" content=\"Explorez les principales tactiques de n\u00e9gociation utilis\u00e9es dans le monde des affaires, comment elles s&#039;int\u00e8grent dans la m\u00e9thodologie de l&#039;ENS, et comment les appliquer de mani\u00e8re efficace et \u00e9thique.\" \/>\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\/tactiques-de-negociation\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Tactiques de n\u00e9gociation\" \/>\n<meta property=\"og:description\" content=\"Explorez les principales tactiques de n\u00e9gociation utilis\u00e9es dans le monde des affaires, comment elles s&#039;int\u00e8grent dans la m\u00e9thodologie de l&#039;ENS, et comment les appliquer de mani\u00e8re efficace et \u00e9thique.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/tactiques-de-negociation\/\" \/>\n<meta property=\"og:site_name\" content=\"Hovingh &amp; Partners\" \/>\n<meta property=\"article:modified_time\" content=\"2025-06-11T15:59:11+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/05\/NEGOTIATION-TACTICS.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"1200\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data1\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/tactiques-de-negociation\\\/\",\"url\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/tactiques-de-negociation\\\/\",\"name\":\"Tactiques de n\u00e9gociation : Outils d'influence\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/tactiques-de-negociation\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/tactiques-de-negociation\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/hovinghandpartners.com\\\/wp-content\\\/uploads\\\/2025\\\/05\\\/NEGOTIATION-TACTICS.jpg\",\"datePublished\":\"2025-05-30T10:00:51+00:00\",\"dateModified\":\"2025-06-11T15:59:11+00:00\",\"description\":\"Explorez les principales tactiques de n\u00e9gociation utilis\u00e9es dans le monde des affaires, comment elles s'int\u00e8grent dans la m\u00e9thodologie de l'ENS, et comment les appliquer de mani\u00e8re efficace et \u00e9thique.\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/tactiques-de-negociation\\\/#breadcrumb\"},\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/tactiques-de-negociation\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-FR\",\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/tactiques-de-negociation\\\/#primaryimage\",\"url\":\"https:\\\/\\\/hovinghandpartners.com\\\/wp-content\\\/uploads\\\/2025\\\/05\\\/NEGOTIATION-TACTICS.jpg\",\"contentUrl\":\"https:\\\/\\\/hovinghandpartners.com\\\/wp-content\\\/uploads\\\/2025\\\/05\\\/NEGOTIATION-TACTICS.jpg\",\"width\":1200,\"height\":1200,\"caption\":\"Tactiques de n\u00e9gociation - 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