{"id":5848,"date":"2025-07-03T12:38:44","date_gmt":"2025-07-03T10:38:44","guid":{"rendered":"https:\/\/hovinghandpartners.com\/what-is\/negociation-integrative\/"},"modified":"2025-09-10T12:13:30","modified_gmt":"2025-09-10T10:13:30","slug":"negociation-integrative","status":"publish","type":"glossary","link":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/","title":{"rendered":"N\u00e9gociation int\u00e9grative"},"content":{"rendered":"\n<p><strong>Les deux parties peuvent-elles sortir gagnantes d&rsquo;une n\u00e9gociation ?<\/strong>  La n\u00e9gociation int\u00e9grative prouve que c&rsquo;est possible. Plut\u00f4t que de se battre pour un g\u00e2teau fixe, cette approche \u00e9largit le g\u00e2teau gr\u00e2ce \u00e0 des solutions cr\u00e9atives, des int\u00e9r\u00eats partag\u00e9s et une r\u00e9flexion \u00e0 long terme. C&rsquo;est le fondement d&rsquo;accords efficaces et durables, en particulier dans les relations interentreprises.  <\/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\/negociation-integrative\/#Exemple_de_negociation_integrative\" >Exemple de n\u00e9gociation int\u00e9grative<\/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\/negociation-integrative\/#Strategies_de_negociation_integratives\" >Strat\u00e9gies de n\u00e9gociation int\u00e9gratives<\/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\/negociation-integrative\/#Negociation_integrative_contre_negociation_distributive\" >N\u00e9gociation int\u00e9grative contre n\u00e9gociation distributive<\/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\/negociation-integrative\/#Techniques_de_negociation_integrative\" >Techniques de n\u00e9gociation int\u00e9grative<\/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\/negociation-integrative\/#Avantages_de_la_negociation_integrative\" >Avantages de la n\u00e9gociation int\u00e9grative<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-integrative-negotiation-example\"><span class=\"ez-toc-section\" id=\"Exemple_de_negociation_integrative\"><\/span>Exemple de n\u00e9gociation int\u00e9grative<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Imaginez qu&rsquo;un fournisseur et un client n\u00e9gocient les termes d&rsquo;un contrat. Au lieu de se battre uniquement sur le prix, ils explorent des options de livraison flexibles et un soutien marketing partag\u00e9. L&rsquo;accord final permet de r\u00e9duire les co\u00fbts et d&rsquo;accro\u00eetre la visibilit\u00e9 pour les deux parties &#8211; un r\u00e9sultat d&rsquo;int\u00e9gration classique.  <br\/><br\/>Une entreprise de logistique internationale n\u00e9gocie un contrat pluriannuel avec un client du secteur manufacturier. Le fournisseur cherche \u00e0 augmenter ses marges, tandis que le client recherche des co\u00fbts pr\u00e9visibles et stables. <\/p>\n\n<p>Au lieu de n\u00e9gocier uniquement sur le prix &#8211; une approche distributive &#8211; les deux parties explorent un ensemble plus large de possibilit\u00e9s :<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Le client propose un <strong>engagement de volume \u00e0 long terme<\/strong> pour garantir les revenus.<\/li>\n\n\n\n<li>Le fournisseur propose des <strong>horaires de livraison flexibles<\/strong> afin de r\u00e9duire les co\u00fbts de stockage.<\/li>\n\n\n\n<li>Ensemble, ils mettent en \u0153uvre des <strong>outils communs de pr\u00e9vision de la demande<\/strong> afin de minimiser la surproduction et les commandes de derni\u00e8re minute.<\/li>\n<\/ul>\n\n<p>Cette solution apporte aux deux parties des avantages qui d\u00e9passent le cadre initial de la discussion. Elle renforce la confiance, r\u00e9duit le risque op\u00e9rationnel et cr\u00e9e une valeur qu&rsquo;aucune des parties n&rsquo;aurait pu obtenir seule. <\/p>\n\n<p>C&rsquo;est un exemple clair de n\u00e9gociation int\u00e9grative en action &#8211; et exactement le type de r\u00e9sultat que la m\u00e9thodologie de l&rsquo;ENS pr\u00e9pare les n\u00e9gociateurs \u00e0 atteindre.<\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-integrative-negotiation-strategies\"><span class=\"ez-toc-section\" id=\"Strategies_de_negociation_integratives\"><\/span>Strat\u00e9gies de n\u00e9gociation int\u00e9gratives<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n<li><strong>Identifiez les int\u00e9r\u00eats sous-jacents :<\/strong> Allez au-del\u00e0 des positions et explorez les motivations.<\/li>\n\n\n\n<li><strong>\u00c9largissez les options :<\/strong> Faites un remue-m\u00e9ninges pour trouver des solutions multiples qui cr\u00e9ent de la valeur pour les deux parties.<\/li>\n\n\n\n<li><strong>Utilisez des crit\u00e8res objectifs :<\/strong> Convenez de normes communes pour \u00e9valuer les propositions.<\/li>\n\n\n\n<li><strong>Instaurez la confiance et la transparence :<\/strong> Partagez l&rsquo;information dans la mesure du possible afin de d\u00e9couvrir des sc\u00e9narios gagnant-gagnant.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\" id=\"h-integrative-negotiation-vs-distributive\"><span class=\"ez-toc-section\" id=\"Negociation_integrative_contre_negociation_distributive\"><\/span>N\u00e9gociation int\u00e9grative contre n\u00e9gociation distributive<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Cette approche vise \u00e0 obtenir un gain mutuel. La n\u00e9gociation distributive se concentre sur la revendication d&rsquo;une valeur, souvent aux d\u00e9pens de l&rsquo;autre partie. Si les deux styles ont leur place, l&rsquo;approche int\u00e9grative est mieux adapt\u00e9e aux partenariats \u00e0 long terme, aux n\u00e9gociations internes et aux accords complexes.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-integrative-negotiation-techniques\"><span class=\"ez-toc-section\" id=\"Techniques_de_negociation_integrative\"><\/span>Techniques de n\u00e9gociation int\u00e9grative<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Les techniques comprennent la r\u00e9solution conjointe des probl\u00e8mes, l&rsquo;\u00e9laboration de propositions, la formulation de questions ouvertes et l&rsquo;alignement des int\u00e9r\u00eats par le biais de discussions structur\u00e9es. Ce sont des \u00e9l\u00e9ments centraux de la m\u00e9thodologie ENS enseign\u00e9e \u00e0 Hovingh &amp; Partners. <\/p>\n\n<p><strong>M\u00e9thodologie ENS et n\u00e9gociation int\u00e9grative<\/strong><\/p>\n\n<p>Notre strat\u00e9gie de n\u00e9gociation efficace (ENS) int\u00e8gre la pens\u00e9e int\u00e9grative \u00e0 chaque phase : de la pr\u00e9paration structur\u00e9e et de l&rsquo;analyse BATNA aux offres cr\u00e9atrices de valeur et \u00e0 la gestion des relations \u00e0 long terme. C&rsquo;est ainsi que nous formons les leaders B2B \u00e0 passer d&rsquo;un style de n\u00e9gociation comp\u00e9titif \u00e0 un style de n\u00e9gociation collaboratif. <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-integrative-negotiation-benefits\"><span class=\"ez-toc-section\" id=\"Avantages_de_la_negociation_integrative\"><\/span>Avantages de la n\u00e9gociation int\u00e9grative<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<ul class=\"wp-block-list\">\n<li>Des accords plus forts et plus durables<\/li>\n\n\n\n<li>Am\u00e9lioration de la confiance et de la communication entre les parties<\/li>\n\n\n\n<li>R\u00e9duction de la n\u00e9cessit\u00e9 d&rsquo;appliquer la loi ou de r\u00e9soudre les conflits<\/li>\n\n\n\n<li>De meilleurs r\u00e9sultats \u00e0 long terme et une client\u00e8le fid\u00e8le<\/li>\n<\/ul>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div class=\"glossary-cta\">\n  <p><strong>Apprenez \u00e0 appliquer la n\u00e9gociation int\u00e9grative dans des situations 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\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<p>Chez <strong>Hovingh &amp; Partners<\/strong>, nous avons soutenu des entreprises de premier plan dans le monde entier dans leurs n\u00e9gociations d&rsquo;accords. Nos experts peuvent \u00e9galement vous aider \u00e0 relever vos d\u00e9fis de n\u00e9gociation dans votre propre langue. <\/p>\n\n<p><a href=\"https:\/\/hovinghandpartners.com\/fr\/a-propos-de-nous\/consultants\/\">Rencontrez nos consultants ici.<\/a><\/p>\n\n<p><strong>Contact direct :<\/strong><br\/>Wilfred de Roos &#8211; Managing Partner<br\/>\ud83d\udcde <a href=\"tel:+31682472737\">+31 (0) 6 824 72 737<\/a><br\/>\u2709\ufe0f <a href=\"mailto:wilfred.deroos@hovingh.eu\">wilfred.deroos@hovingh.eu<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Les deux parties peuvent-elles sortir gagnantes d&rsquo;une n\u00e9gociation ? La n\u00e9gociation int\u00e9grative prouve que c&rsquo;est possible. Plut\u00f4t que de se battre pour un g\u00e2teau fixe, cette approche \u00e9largit le g\u00e2teau gr\u00e2ce \u00e0 des solutions cr\u00e9atives, des int\u00e9r\u00eats partag\u00e9s et une r\u00e9flexion \u00e0 long terme. C&rsquo;est le fondement d&rsquo;accords efficaces et durables, en particulier dans les relations interentreprises. Exemple de n\u00e9gociation &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":5837,"template":"","glossary-cat":[125],"class_list":["post-5848","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>N\u00e9gociation int\u00e9grative : Strat\u00e9gies, techniques et exemples<\/title>\n<meta name=\"description\" content=\"Apprenez comment la n\u00e9gociation int\u00e9grative permet d&#039;obtenir des r\u00e9sultats gagnant-gagnant gr\u00e2ce \u00e0 des int\u00e9r\u00eats, une strat\u00e9gie et une valeur partag\u00e9s. Avec des exemples et des avantages cl\u00e9s.\" \/>\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\/negociation-integrative\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"N\u00e9gociation int\u00e9grative\" \/>\n<meta property=\"og:description\" content=\"Apprenez comment la n\u00e9gociation int\u00e9grative permet d&#039;obtenir des r\u00e9sultats gagnant-gagnant gr\u00e2ce \u00e0 des int\u00e9r\u00eats, une strat\u00e9gie et une valeur partag\u00e9s. Avec des exemples et des avantages cl\u00e9s.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/\" \/>\n<meta property=\"og:site_name\" content=\"Hovingh &amp; Partners\" \/>\n<meta property=\"article:modified_time\" content=\"2025-09-10T10:13:30+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/07\/INTEGRATIVE-NEGOTIATION.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"900\" \/>\n\t<meta property=\"og:image:height\" content=\"900\" \/>\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=\"4 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\\\/negociation-integrative\\\/\",\"url\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/negociation-integrative\\\/\",\"name\":\"N\u00e9gociation int\u00e9grative : Strat\u00e9gies, techniques et exemples\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/negociation-integrative\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/negociation-integrative\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/hovinghandpartners.com\\\/wp-content\\\/uploads\\\/2025\\\/07\\\/INTEGRATIVE-NEGOTIATION.jpg\",\"datePublished\":\"2025-07-03T10:38:44+00:00\",\"dateModified\":\"2025-09-10T10:13:30+00:00\",\"description\":\"Apprenez comment la n\u00e9gociation int\u00e9grative permet d'obtenir des r\u00e9sultats gagnant-gagnant gr\u00e2ce \u00e0 des int\u00e9r\u00eats, une strat\u00e9gie et une valeur partag\u00e9s. Avec des exemples et des avantages cl\u00e9s.\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/negociation-integrative\\\/#breadcrumb\"},\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/negociation-integrative\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-FR\",\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/negociation-integrative\\\/#primaryimage\",\"url\":\"https:\\\/\\\/hovinghandpartners.com\\\/wp-content\\\/uploads\\\/2025\\\/07\\\/INTEGRATIVE-NEGOTIATION.jpg\",\"contentUrl\":\"https:\\\/\\\/hovinghandpartners.com\\\/wp-content\\\/uploads\\\/2025\\\/07\\\/INTEGRATIVE-NEGOTIATION.jpg\",\"width\":900,\"height\":900,\"caption\":\"Lecture graphique du texte N\u00e9gociation int\u00e9grative pour l'entr\u00e9e dans le glossaire\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/negociation-integrative\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/accueil\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Glossary\",\"item\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/what-is\\\/\"},{\"@type\":\"ListItem\",\"position\":3,\"name\":\"N\u00e9gociation int\u00e9grative\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/#website\",\"url\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/\",\"name\":\"Sales & Negotiation Training | Hovingh & Partners\",\"description\":\"Tailored solutions for measurable results\",\"publisher\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/#organization\"},\"alternateName\":\"Hovingh & Partners\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"fr-FR\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/#organization\",\"name\":\"Sales and Negotiation Training | Hovingh & Partners\",\"alternateName\":\"Hovingh & Partners\",\"url\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-FR\",\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/hovinghandpartners.com\\\/wp-content\\\/uploads\\\/2024\\\/03\\\/logo-Hovingh-Partners-e1733844751802.png\",\"contentUrl\":\"https:\\\/\\\/hovinghandpartners.com\\\/wp-content\\\/uploads\\\/2024\\\/03\\\/logo-Hovingh-Partners-e1733844751802.png\",\"width\":700,\"height\":375,\"caption\":\"Sales and Negotiation Training | Hovingh & Partners\"},\"image\":{\"@id\":\"https:\\\/\\\/hovinghandpartners.com\\\/fr\\\/#\\\/schema\\\/logo\\\/image\\\/\"},\"sameAs\":[\"https:\\\/\\\/www.linkedin.com\\\/company\\\/hovingh-&-partners\\\/\"],\"description\":\"Hovingh & Partners provides personalized sales and negotiation training delivered by expert consultants. We design tailored solutions to develop key skills and achieve measurable results.\",\"email\":\"sonia.fernandez@hovingh.eu\",\"telephone\":\"+31 (0) 6 389 90 166\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"N\u00e9gociation int\u00e9grative : Strat\u00e9gies, techniques et exemples","description":"Apprenez comment la n\u00e9gociation int\u00e9grative permet d'obtenir des r\u00e9sultats gagnant-gagnant gr\u00e2ce \u00e0 des int\u00e9r\u00eats, une strat\u00e9gie et une valeur partag\u00e9s. Avec des exemples et des avantages cl\u00e9s.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/","og_locale":"fr_FR","og_type":"article","og_title":"N\u00e9gociation int\u00e9grative","og_description":"Apprenez comment la n\u00e9gociation int\u00e9grative permet d'obtenir des r\u00e9sultats gagnant-gagnant gr\u00e2ce \u00e0 des int\u00e9r\u00eats, une strat\u00e9gie et une valeur partag\u00e9s. Avec des exemples et des avantages cl\u00e9s.","og_url":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/","og_site_name":"Hovingh &amp; Partners","article_modified_time":"2025-09-10T10:13:30+00:00","og_image":[{"width":900,"height":900,"url":"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/07\/INTEGRATIVE-NEGOTIATION.jpg","type":"image\/jpeg"}],"twitter_card":"summary_large_image","twitter_misc":{"Dur\u00e9e de lecture estim\u00e9e":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/","url":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/","name":"N\u00e9gociation int\u00e9grative : Strat\u00e9gies, techniques et exemples","isPartOf":{"@id":"https:\/\/hovinghandpartners.com\/fr\/#website"},"primaryImageOfPage":{"@id":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/#primaryimage"},"image":{"@id":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/#primaryimage"},"thumbnailUrl":"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/07\/INTEGRATIVE-NEGOTIATION.jpg","datePublished":"2025-07-03T10:38:44+00:00","dateModified":"2025-09-10T10:13:30+00:00","description":"Apprenez comment la n\u00e9gociation int\u00e9grative permet d'obtenir des r\u00e9sultats gagnant-gagnant gr\u00e2ce \u00e0 des int\u00e9r\u00eats, une strat\u00e9gie et une valeur partag\u00e9s. Avec des exemples et des avantages cl\u00e9s.","breadcrumb":{"@id":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/#breadcrumb"},"inLanguage":"fr-FR","potentialAction":[{"@type":"ReadAction","target":["https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/"]}]},{"@type":"ImageObject","inLanguage":"fr-FR","@id":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/#primaryimage","url":"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/07\/INTEGRATIVE-NEGOTIATION.jpg","contentUrl":"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/07\/INTEGRATIVE-NEGOTIATION.jpg","width":900,"height":900,"caption":"Lecture graphique du texte N\u00e9gociation int\u00e9grative pour l'entr\u00e9e dans le glossaire"},{"@type":"BreadcrumbList","@id":"https:\/\/hovinghandpartners.com\/fr\/what-is\/negociation-integrative\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/hovinghandpartners.com\/fr\/accueil\/"},{"@type":"ListItem","position":2,"name":"Glossary","item":"https:\/\/hovinghandpartners.com\/fr\/what-is\/"},{"@type":"ListItem","position":3,"name":"N\u00e9gociation int\u00e9grative"}]},{"@type":"WebSite","@id":"https:\/\/hovinghandpartners.com\/fr\/#website","url":"https:\/\/hovinghandpartners.com\/fr\/","name":"Sales & Negotiation Training | Hovingh & Partners","description":"Tailored solutions for measurable results","publisher":{"@id":"https:\/\/hovinghandpartners.com\/fr\/#organization"},"alternateName":"Hovingh & Partners","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/hovinghandpartners.com\/fr\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"fr-FR"},{"@type":"Organization","@id":"https:\/\/hovinghandpartners.com\/fr\/#organization","name":"Sales and Negotiation Training | Hovingh & Partners","alternateName":"Hovingh & Partners","url":"https:\/\/hovinghandpartners.com\/fr\/","logo":{"@type":"ImageObject","inLanguage":"fr-FR","@id":"https:\/\/hovinghandpartners.com\/fr\/#\/schema\/logo\/image\/","url":"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2024\/03\/logo-Hovingh-Partners-e1733844751802.png","contentUrl":"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2024\/03\/logo-Hovingh-Partners-e1733844751802.png","width":700,"height":375,"caption":"Sales and Negotiation Training | Hovingh & Partners"},"image":{"@id":"https:\/\/hovinghandpartners.com\/fr\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.linkedin.com\/company\/hovingh-&-partners\/"],"description":"Hovingh & Partners provides personalized sales and negotiation training delivered by expert consultants. We design tailored solutions to develop key skills and achieve measurable results.","email":"sonia.fernandez@hovingh.eu","telephone":"+31 (0) 6 389 90 166"}]}},"related_terms":"","external_url":"","internal_reference_id":"","_links":{"self":[{"href":"https:\/\/hovinghandpartners.com\/fr\/wp-json\/wp\/v2\/glossary\/5848","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/hovinghandpartners.com\/fr\/wp-json\/wp\/v2\/glossary"}],"about":[{"href":"https:\/\/hovinghandpartners.com\/fr\/wp-json\/wp\/v2\/types\/glossary"}],"author":[{"embeddable":true,"href":"https:\/\/hovinghandpartners.com\/fr\/wp-json\/wp\/v2\/users\/1"}],"version-history":[{"count":2,"href":"https:\/\/hovinghandpartners.com\/fr\/wp-json\/wp\/v2\/glossary\/5848\/revisions"}],"predecessor-version":[{"id":6788,"href":"https:\/\/hovinghandpartners.com\/fr\/wp-json\/wp\/v2\/glossary\/5848\/revisions\/6788"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/hovinghandpartners.com\/fr\/wp-json\/wp\/v2\/media\/5837"}],"wp:attachment":[{"href":"https:\/\/hovinghandpartners.com\/fr\/wp-json\/wp\/v2\/media?parent=5848"}],"wp:term":[{"taxonomy":"glossary-cat","embeddable":true,"href":"https:\/\/hovinghandpartners.com\/fr\/wp-json\/wp\/v2\/glossary-cat?post=5848"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}