{"id":2924,"date":"2013-12-09T23:07:41","date_gmt":"2013-12-09T22:07:41","guid":{"rendered":"https:\/\/voilangue.com\/?p=2924"},"modified":"2023-06-01T16:42:50","modified_gmt":"2023-06-01T14:42:50","slug":"negociation-interculturelle-franco-espagnole","status":"publish","type":"post","link":"https:\/\/voilangue.com\/fr\/negociation-interculturelle-franco-espagnole\/","title":{"rendered":"N\u00e9gociation interculturelle franco-espagnole"},"content":{"rendered":"<p>Patrick Denoux (<i>N\u00e9gociation et posture interculturelle dans la coop\u00e9ration internationale<\/i>) note que \u00ab\u00a0<b>le n\u00e9gociateur fran\u00e7ais<\/b> trouve une satisfaction \u00e0 <b>ses besoins formalistes<\/b> dans une proposition \u00e9nonc\u00e9e de mani\u00e8re <b>rationnelle et programmable<\/b>, alors que <b>son interlocuteur espagnol<\/b> donne g\u00e9n\u00e9ralement priorit\u00e9 aux <b>signes affectifs<\/b> qui se manifestent dans la relation\u00a0\u00bb.<\/p>\n<p>Il raconte d\u2019ailleurs qu\u2019un <b>directeur commercial fran\u00e7ais<\/b> devait rencontrer un <b>homme d\u2019affaire espagnol<\/b> qui avait l\u2019intention d\u2019ouvrir un <b>r\u00e9seau de distribution en Espagne<\/b> pour des produits fran\u00e7ais. Au moment de la rencontre, c\u2019est <b>le fils<\/b> de la personne attendue qui <b>se pr\u00e9sente<\/b> pour excuser l\u2019absence de son p\u00e8re et pour annoncer qu\u2019il va <b>le remplacer<\/b>. Il est juriste et <b>sa fa\u00e7on de parler<\/b> au n\u00e9gociateur fran\u00e7ais appara\u00eet d\u2019embl\u00e9e extr\u00eamement <b>formelle<\/b>, il souligne syst\u00e9matiquement tous <b>les aspects l\u00e9gaux<\/b> de ce contrat ce qu\u2019<b>appr\u00e9cie particuli\u00e8rement le n\u00e9gociateur fran\u00e7ais<\/b> qui d\u00e9couvre, \u00e0 l\u2019inverse de ses craintes, un n\u00e9gociateur espagnol <b>organis\u00e9<\/b>, <b>l\u00e9galiste et scrupuleux<\/b>.<\/p>\n<p>Il faut cependant souligner que le comportement du n\u00e9gociateur ne saurait \u00eatre <b>uniquement une tactique<\/b> pour induire une sensation de <b>confiance<\/b> chez son interlocuteur fran\u00e7ais\u00a0: c\u2019est ce qu\u2019appelle P. Devoux l\u2019\u00ab\u00a0<b>ethnicisation manipulatrice<\/b>\u00a0\u00bb qu\u2019on paie toujours \u00e0 un moment ou \u00e0 un autre. Bien n\u00e9gocier \u00e0 l\u2019international, c\u2019est se garder \u00e0 la fois des illusions du <b>mim\u00e9tisme culturel<\/b> et des risques d\u2019<b>ethnocentrisme<\/b>.<\/p>\n<p>Nos\u00a0<a title=\"cours de langue fran\u00e7aise et phon\u00e9tique pour les entreprises de Barcelone\" href=\"https:\/\/voilangue.com\/fr\/comment-se-saluer-dans-lentreprise-francaise\/\" target=\"_blank\" rel=\"noopener\"><strong>cours de fran\u00e7ais en entreprises<\/strong><\/a>, c&rsquo;est aussi apprendre cela !<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Bien n\u00e9gocier \u00e0 l\u2019international, c\u2019est se garder \u00e0 la fois des illusions du mim\u00e9tisme culturel et des risques d\u2019ethnocentrisme<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[227],"tags":[],"class_list":["post-2924","post","type-post","status-publish","format-standard","hentry","category-interculturalite"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 4.9.10 - aioseo.com -->\n\t<meta name=\"description\" content=\"Bien n\u00e9gocier \u00e0 l\u2019international, c\u2019est se garder \u00e0 la fois des illusions du mim\u00e9tisme culturel et des risques d\u2019ethnocentrisme\" \/>\n\t<meta name=\"robots\" content=\"max-image-preview:large\" \/>\n\t<meta name=\"author\" content=\"Voilangue.com\"\/>\n\t<meta name=\"google-site-verification\" content=\"BDtughsgpMs-iN0KpJ5JbbwQQXN7JXAHPD72xehphRU\" \/>\n\t<meta name=\"keywords\" content=\"entreprises fran\u00e7aises,n\u00e9gociations commerciales,interculturel,espagne,relations 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