{"id":7047,"date":"2022-02-07T17:00:00","date_gmt":"2022-02-07T17:00:00","guid":{"rendered":"https:\/\/im-campus.com\/?p=7047"},"modified":"2022-03-22T10:17:25","modified_gmt":"2022-03-22T10:17:25","slug":"comment-faciliter-une-phase-de-negociation-lorsque-la-zopa-est-a-peine-presente-ou-que-faire-si-chaque-partie-sefforce-dobtenir-la-plus-grande-part-du-gateau","status":"publish","type":"post","link":"https:\/\/wpbackup.im-campus.com\/fr\/comment-faciliter-une-phase-de-negociation-lorsque-la-zopa-est-a-peine-presente-ou-que-faire-si-chaque-partie-sefforce-dobtenir-la-plus-grande-part-du-gateau\/","title":{"rendered":"Comment faciliter une phase de n\u00e9gociation lorsque la ZOPA n'est gu\u00e8re pr\u00e9sente, ou que faire si chaque partie s'efforce d'obtenir la plus grande part du g\u00e2teau ?"},"content":{"rendered":"

La m\u00e9diation commerciale s'aligne g\u00e9n\u00e9ralement sur la phase de n\u00e9gociation \u00e9motionnelle. L'un des \u00e9l\u00e9ments cl\u00e9s ici est l'identification d'une zone d'accord potentiel entre les parties, connue sous le nom de ZOPA. En th\u00e9orie, si l'\u00e9cart entre ce qui est demand\u00e9 et ce qui est offert est trop important, c'est-\u00e0-dire qu'il n'y a pas de ZOPA entre les parties, la m\u00e9diation ne vaut pas la peine d'\u00eatre poursuivie et consiste \u00e0 tourner autour du pot et \u00e0 jouer le temps de l'autre. La conclusion selon laquelle l'\u00e9cart est trop important, les parties n'ont plus de ZOPA et la m\u00e9diation n'est pas une option \u00e0 utiliser n'est pas ce que les parties s'attendent \u00e0 entendre, surtout si elles voient un potentiel dans la m\u00e9diation. La question essentielle est de comprendre en quoi consiste ce foss\u00e9. S'agit-il d'ambitions ? Ou peut-\u00eatre s'agit-il du d\u00e9sir d'une partie de punir d'une mani\u00e8re ou d'une autre l'autre partie ? De montrer qui dirige le spectacle ? De r\u00e9v\u00e9ler quelque chose qui n'a pas pu \u00eatre dit plus t\u00f4t ? Le moment o\u00f9 la raison est clarifi\u00e9e influence beaucoup la danse de la n\u00e9gociation, la rendant de plus en plus rythm\u00e9e. Dans les contextes r\u00e9els de m\u00e9diation, la flexibilit\u00e9 du processus aide non seulement \u00e0 identifier la ZOPA mais aussi \u00e0 y amener les parties.<\/p>\n\n\n\n

Caucus en m\u00e9diation<\/h2>\n\n\n\n

Ce que je trouve utile, c'est de travailler dans les caucus pour ne pas accabler les parties en faisant des concessions en pr\u00e9sence des uns et des autres et des \u00e9motions fortes \u00e0 cet \u00e9gard.<\/p>\n\n\n\n

Un m\u00e9diateur n'influence ni ne juge les demandes et les offres des parties, qu'elles soient trop importantes ou trop faibles. Cependant, un m\u00e9diateur peut \u00e9tablir une compr\u00e9hension commune du pourquoi et du comment d'une certaine somme d'argent r\u00e9clam\u00e9e\/offerte. Parfois, la plus grosse part de tarte saisie n'est pas g\u00e9rable par la suite. La m\u00e9diation consiste \u00e0 obtenir non pas ce que l'on veut, mais ce qui est n\u00e9cessaire et g\u00e9rable. Une bonne question pour commencer est de savoir comment la partie requ\u00e9rante est arriv\u00e9e \u00e0 la somme r\u00e9clam\u00e9e. Dans ma pratique, on m'a r\u00e9pondu une fois que ce n'\u00e9tait pas mon affaire. Selon le demandeur, mon travail consistait \u00e0 \"l'aider \u00e0 obtenir cette somme d'argent\". Ma question n'\u00e9tait pas de la simple curiosit\u00e9. Pour faciliter efficacement le processus de m\u00e9diation, je dois expliquer \u00e0 l'autre partie pourquoi la partie requ\u00e9rante r\u00e9clame cette somme particuli\u00e8re, et je ne peux pas le faire sans en \u00eatre conscient. Lorsqu'une partie r\u00e9clame des millions et ne peut pas expliquer ses calculs, l'autre partie ne prendra gu\u00e8re cette r\u00e9clamation au s\u00e9rieux. Plus l'autre partie re\u00e7oit d'informations sur les chiffres par l'interm\u00e9diaire d'un m\u00e9diateur, plus la partie requ\u00e9rante a de chances d'obtenir un montant int\u00e9ressant.<\/p>\n\n\n\n

Questions relatives \u00e0 la m\u00e9diation commerciale<\/h2>\n\n\n\n

Voici les questions que j'utilise le cas \u00e9ch\u00e9ant lorsqu'il s'agit d'une affaire de m\u00e9diation commerciale :<\/p>\n\n\n\n

1) Que signifie ce chiffre pour votre parti, et que signifie-t-il potentiellement pour l'autre parti ?<\/p>\n\n\n\n

2) Je suis s\u00fbr que vous \u00eates conscient de ce qu'est la m\u00e9diation, et c'est pourquoi vous \u00eates ici. Maintenant, s'il vous pla\u00eet, aidez-moi \u00e0 comprendre ce que signifie ce mouvement\/ce d\u00e9calage ?<\/p>\n\n\n\n

Il est utile de visualiser le processus de n\u00e9gociation pour montrer la progression naturelle qui fait que les parties, \u00e0 partir de chiffres essentiellement \"fixes et non n\u00e9gociables\", se rapprochent de plus en plus, sinon l'une de l'autre, du moins d'un accord, c'est certain. L'utilisation de techniques visuelles fixant les mouvements des parties sur le tableau de conf\u00e9rence ou le tableau blanc les motive \u00e0 parvenir \u00e0 un montant mutuellement acceptable.<\/p>\n\n\n\n

Lorsque les parties sont bloqu\u00e9es dans une impasse et ne veulent ou ne peuvent pas bouger, j'utilise une technique combinant la mise entre parenth\u00e8ses et l'astuce visuelle. Je divise l'\u00e9cart en deux parties par les chiffres moyens entre parenth\u00e8ses (surlign\u00e9s en vert) : la partie gauche se rapproche de ce que r\u00e9clame la partie requ\u00e9rante, et la partie droite montre ce que propose la partie d\u00e9fenderesse. Bien s\u00fbr, vous pouvez indiquer un chiffre ferme entre les deux, qui est ici $3,875,000. Cependant, m\u00eame en utilisant des \u00e9l\u00e9ments de l'approche \u00e9valuative, il est essentiel, \u00e0 mon avis, de laisser une marge de man\u0153uvre et de leur permettre de d\u00e9cider du chiffre exact qui sera acceptable pour les deux parties. Visuellement, cela ressemble \u00e0 ceci :<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n

Ensuite, je pose les questions suivantes :<\/p>\n\n\n\n

1) Quelle option est pr\u00e9f\u00e9rable pour vous ? La r\u00e9ponse la plus probable est l'option proche de son propre c\u00f4t\u00e9 (surlign\u00e9e en rouge).<\/p>\n\n\n\n

2) Quelle est votre hypoth\u00e8se sur le point de vue de l'autre partie concernant votre option ? La r\u00e9ponse la plus probable est qu'elle ne l'acceptera pas.<\/p>\n\n\n\n

3) Y a-t-il d'autres options potentielles ? Et ici, les parties en voient au moins deux : une option plus proche de ce que l'autre partie est pr\u00eate \u00e0 offrir\/r\u00e9clamer et un chiffre qui sort des fourchettes.<\/p>\n\n\n\n

4) Quelle option souhaitez-vous explorer ? Tr\u00e8s probablement, la deuxi\u00e8me option entre parenth\u00e8ses surlign\u00e9e en vert est plus int\u00e9ressante. Par rapport \u00e0 une option surlign\u00e9e en rouge et proche de l'autre partie, elle est plus proche de chaque partie, ce qui est visuellement apparent.<\/p>\n\n\n\n

5) Maintenant, je suis ici dans votre chambre, et le pouvoir vous appartient. Vous pouvez voir qu'il y a des options \u00e0 explorer. Vous d\u00e9cidez de bouger ou non. Quelle est votre d\u00e9cision ?<\/p>\n\n\n\n

Il ne s'agit pas d'une technique universelle, mais elle peut \u00eatre utile dans certaines circonstances lorsque, par exemple, la r\u00e9ticence d'une partie \u00e0 bouger est motiv\u00e9e par des ambitions ou des \u00e9motions n\u00e9gatives. Cette technique permet de passer de l'aspect \u00e9motionnel de la n\u00e9gociation \u00e0 son essence. La visualisation clarifie la phase de n\u00e9gociation et la facilite dans une certaine mesure, car le ping-pong verbal ne va g\u00e9n\u00e9ralement pas plus loin que les mots. \u00c9tant donn\u00e9 que le nombre de personnes sur la plan\u00e8te qui sont des visuels varie de 60% \u00e0 80%, les informations pr\u00e9sent\u00e9es visuellement sont beaucoup plus efficaces et compr\u00e9hensibles. Lorsque le processus est fixe et visible, les parties sont sur la m\u00eame longueur d'onde quant \u00e0 ce qui se passe.<\/p>","protected":false},"excerpt":{"rendered":"

La m\u00e9diation commerciale s'aligne g\u00e9n\u00e9ralement sur la phase de n\u00e9gociation \u00e9motionnelle. L'un des \u00e9l\u00e9ments cl\u00e9s ici est l'identification d'une zone d'accord potentiel entre les parties, connue sous le nom de ZOPA. En th\u00e9orie, si l'\u00e9cart entre ce qui est r\u00e9clam\u00e9 et ce qui est offert est trop important, c'est-\u00e0-dire s'il n'y a pas de ZOPA entre les parties, la m\u00e9diation ne vaut pas la peine d'\u00eatre entreprise.<\/p>","protected":false},"author":2,"featured_media":7049,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","_uag_custom_page_level_css":"","footnotes":""},"categories":[4],"tags":[],"class_list":["post-7047","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"acf":[],"yoast_head":"\nHow to facilitate a bargaining phase when ZOPA is hardly there, or what to do if each party strives for the biggest share of the pie? - International Mediation Campus<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/wpbackup.im-campus.com\/fr\/comment-faciliter-une-phase-de-negociation-lorsque-la-zopa-est-a-peine-presente-ou-que-faire-si-chaque-partie-sefforce-dobtenir-la-plus-grande-part-du-gateau\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to facilitate a bargaining phase when ZOPA is hardly there, or what to do if each party strives for the biggest share of the pie? - International Mediation Campus\" \/>\n<meta property=\"og:description\" content=\"Commercial mediation is typically aligned with the emotional bargaining phase. 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