{"id":1568,"date":"2024-03-22T08:09:00","date_gmt":"2024-03-22T07:09:00","guid":{"rendered":"https:\/\/kind-mendel.135-125-239-220.plesk.page\/insight\/the-surprising-role-of-legitimacy\/"},"modified":"2025-06-20T18:20:24","modified_gmt":"2025-06-20T16:20:24","slug":"le-role-surprenant-de-la-legitimite","status":"publish","type":"insight","link":"https:\/\/impactnegotiationgroup.com\/fr\/insight\/le-role-surprenant-de-la-legitimite\/","title":{"rendered":"Le r\u00f4le surprenant de la l\u00e9gitimit\u00e9"},"content":{"rendered":"\n<p id=\"viewer-foo\"><strong>Si vous n\u00e9gociez, sachez que la l\u00e9gitimit\u00e9 a un poids \u00e9norme.<\/strong><\/p>\n\n\n\n<p>La l\u00e9gitimit\u00e9 n&rsquo;est pas seulement un mot \u00e0 la mode ; elle d\u00e9finit l&rsquo;\u00e9quit\u00e9 et la pertinence de tout plan d&rsquo;action propos\u00e9 et d\u00e9termine directement si les deux parties choisissent de coop\u00e9rer et de faire des compromis. Qu&rsquo;est-ce que cela signifie pour vos n\u00e9gociations ?<\/p>\n\n\n\n<p>Prenons l&rsquo;exemple d&rsquo;un compte cl\u00e9 qui a l&rsquo;intention de faire passer une augmentation de prix. Le taux d&rsquo;inflation actuel tourne autour de 5 %, mais ce responsable exige une augmentation de 18 %. L&rsquo;acheteur, qui dispose de donn\u00e9es \u00e9conomiques standard, trouve imm\u00e9diatement cette demande scandaleuse. Une disparit\u00e9 aussi flagrante par rapport a la r\u00e9alit\u00e9 de l&rsquo;inflation sape la cr\u00e9dibilit\u00e9 de la proposition et affaiblit son acceptation.<\/p>\n\n\n\n<p>Lorsqu&rsquo;une partie agit d&rsquo;une mani\u00e8re qui semble ill\u00e9gitime &#8211; lorsque les exigences sont per\u00e7ues comme injustes, d\u00e9raisonnables ou irr\u00e9alistes &#8211; plusieurs risques se pr\u00e9sentent. La partie adverse peut qualifier cette partie d&rsquo;indigne de confiance ou de peu fiable, une perception qui peut nuire aux relations futures. L&rsquo;autre partie peut se sentir oblig\u00e9e de se soumettre, ce qui lui laisse le go\u00fbt amer de la coercition et met en p\u00e9ril les affaires futures. Pire encore, la situation peut d\u00e9boucher sur une impasse ou d\u00e9clencher une escalade pr\u00e9matur\u00e9e qui fait d\u00e9railler l&rsquo;ensemble du processus de n\u00e9gociation.<\/p>\n\n\n\n<p>Alors, comment s&rsquo;assurer que vos exigences sont l\u00e9gitimes ? Posez-vous quelques questions cl\u00e9s :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Appuyez-vous votre proposition sur un contexte ou une histoire solide ?<\/li>\n\n\n\n<li>Avez-vous pr\u00e9par\u00e9 votre interlocuteur \u00e0 s&rsquo;attendre \u00e0 ce que vous allez demander ?<\/li>\n<\/ul>\n\n\n\n<p id=\"viewer-foo\">Pouvez-vous soutenir votre demande en toute confiance et la d\u00e9fendre sans compromettre vos principes fondamentaux ? Si vous saisissez pleinement ce concept, <a href=\"https:\/\/kind-mendel.135-125-239-220.plesk.page\/fr\/formation-negociation\/\" target=\"_blank\" rel=\"noreferrer noopener\">vous transformerez les r\u00e9sultats de vos n\u00e9gociations<\/a>. La l\u00e9gitimit\u00e9 permet d&rsquo;instaurer la confiance et ouvre la voie \u00e0 des relations de collaboration \u00e0 long terme.<\/p>\n","protected":false},"author":4,"featured_media":1569,"template":"","class_list":["post-1568","insight","type-insight","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Le r\u00f4le surprenant de la l\u00e9gitimit\u00e9<\/title>\n<meta name=\"description\" content=\"Une demande per\u00e7ue comme l\u00e9gitime favorise l&#039;accord. 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