{"id":2686,"date":"2019-05-15T10:00:01","date_gmt":"2019-05-15T08:00:01","guid":{"rendered":"https:\/\/awsolutions.fr\/blog\/?p=2686"},"modified":"2020-12-11T10:14:23","modified_gmt":"2020-12-11T09:14:23","slug":"8-lart-de-la-negociation","status":"publish","type":"post","link":"https:\/\/awsolutions.fr\/blog\/8-lart-de-la-negociation\/","title":{"rendered":"8 # L&rsquo;ART DE LA N\u00c9GOCIATION"},"content":{"rendered":"<p><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_4_5 4_5 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:80%;--awb-margin-top-large:0px;--awb-spacing-right-large:3.84%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:2.4%;--awb-width-medium:80%;--awb-spacing-right-medium:3.84%;--awb-spacing-left-medium:2.4%;--awb-width-small:100%;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><h2 style=\"font-size: 32px; font-family: 'Fira Sans'; font-weight: 400;\" data-fusion-font=\"true\" data-fusion-google-font=\"Fira Sans\" data-fusion-google-variant=\"400\" data-fusion-google-subset=\"latin\" data-inline-fontsize=\"32px\" data-fontsize=\"32\" data-lineheight=\"38\">La m\u00e9thode en 4 \u00e9tapes : \u00ab les 4 C \u00bb<\/h2>\n<h4 style=\"font-size: 24px; line-height: 24px; font-family: 'Fira Sans'; font-weight: 500; color: #479e9a;\" data-fusion-font=\"true\" data-fusion-google-font=\"Fira Sans\" data-fusion-google-variant=\"500\" data-fusion-google-subset=\"latin\" data-inline-fontsize=\"24px\" data-inline-lineheight=\"24px\" data-fontsize=\"24\" data-lineheight=\"24\">\u00ab C \u00bb comme Conna\u00eetre<\/h4>\n<p style=\"color: #192f5b;\" align=\"justify\">L\u2019objectif pour l\u2019acheteur est de rassembler avant toute n\u00e9gociation, toutes les informations sur le <a href=\"https:\/\/awsolutions.fr\/blog\/2-sourcing-fournisseurs-et-marche-captif\/\">fournisseur \u00e0 rencontrer<\/a>. Plus l\u2019acheteur connaitra son fournisseur, plus il maitrisera son sujet et sera en mesure de mener la n\u00e9gociation.<\/p>\n<p style=\"font-family: 'Fira Sans'; font-weight: 500; font-size: 24px; color: #479e9a; line-height: 24px;\" align=\"justify\" data-fusion-font=\"true\" data-fusion-google-font=\"Fira Sans\" data-fusion-google-variant=\"500\" data-fusion-google-subset=\"latin\">\u00ab C \u00bb comme Comprendre<\/p>\n<p align=\"justify\">La priorit\u00e9 dans cette \u00e9tape est pour l\u2019acheteur de bien comprendre le sujet et de lever toute zone d\u2019ombre. Cela permet de valider le <a href=\"https:\/\/awsolutions.fr\/blog\/6-les-5-raisons-de-faire-du-sourcing\/\">cahier des charges<\/a>, les clauses techniques souhait\u00e9es par l\u2019acheteur de celles propos\u00e9es par le client.<\/p>\n<p align=\"justify\"><span style=\"font-size: 24px; line-height: 24px; color: #479e9a; font-family: 'Fira Sans'; font-weight: 500;\" data-fusion-font=\"true\" data-fusion-google-font=\"Fira Sans\" data-fusion-google-variant=\"500\" data-fusion-google-subset=\"cyrillic\">\u00ab C \u00bb <span style=\"color: #479e9a;\">comme <\/span>Convaincre<\/span><\/p>\n<p align=\"justify\">L\u2019acheteur pr\u00e9pare les points n\u00e9gociables, ses arguments, ses marges de man\u0153uvre afin d\u2019atteindre les objectifs fix\u00e9s.<\/p>\n<p style=\"color: #479e9a; font-size: 24px; line-height: 24px; font-family: 'Fira Sans'; font-weight: 500;\" data-fusion-font=\"true\" data-fusion-google-font=\"Fira Sans\" data-fusion-google-variant=\"500\" data-fusion-google-subset=\"latin\">\u00ab C \u00bb comme Conclure<\/p>\n<p>Savoir mettre un terme \u00e0 la <a href=\"https:\/\/awsolutions.fr\/blog\/5-la-generation-y-au-travail-bientot-aux-commandes-des-achats\/\">n\u00e9gociation achat<\/a> en atteignant les objectifs fix\u00e9s.<\/p>\n<p style=\"font-size: 28px; line-height: 24px;\" data-fusion-font=\"true\">Quelle <span style=\"color: #192f5b;\">attitude <\/span>adopter pour n\u00e9gocier ?<\/p>\n<ul>\n<li>\n<div align=\"justify\"><strong>Traiter l\u2019\u00e9change comme une conversation<\/strong> au lieu d\u2019une confrontation. En effet, le fait de discuter avec votre fournisseur vous permettra d\u2019aborder des sujets, th\u00e8mes difficiles dans un climat plus favorable. La confrontation entrainera un climat crisp\u00e9 et plus tendu pour l\u2019obtention de vos objectifs.<\/div>\n<\/li>\n<\/ul>\n<ul>\n<li>\n<div align=\"justify\"><strong>Fixez vous des objectifs \u00e9lev\u00e9s<\/strong> avant de revoir progressivement vos ambitions \u00e0 la baisse et assurez-vous de sortir de la n\u00e9gociation avec un de vos objectifs obtenus. Vous sortirez avec la satisfaction d\u2019avoir atteint un de vos objectifs.<\/div>\n<\/li>\n<\/ul>\n<div align=\"justify\">\n<ul>\n<li><strong>Identifiez la personne qui prend les d\u00e9cisions<\/strong> ; cette \u00e9tape est fondamentale car vous pourrez centrer votre argumentaire sur la bonne personne. Cela vous permettra d\u2019\u00e9viter de perdre votre temps. Il est parfois difficile d\u2019identifier et de rencontrer le d\u00e9cideur.<\/li>\n<\/ul>\n<ul>\n<li><strong>Abordez les choses en parlant d\u2019int\u00e9r\u00eats communs<\/strong> ; cette attitude vous permettra de poser des questions ouvertes et d\u2019obtenir plus d\u2019informations de la part de votre interlocuteur. La communication sera facilit\u00e9e et vous obtiendrez des informations importantes pour mener votre n\u00e9gociation.<\/li>\n<\/ul>\n<ul>\n<li><strong>\u00c9coutez plus et parlez moins<\/strong> ; le silence est une arme puissante dans la n\u00e9gociation. Celui qui se tait prend le pouvoir face \u00e0 la partie adverse. D\u00e9stabilis\u00e9e, cette derni\u00e8re va ressentir une certaine g\u00eane, perdre ses marques, \u00e9prouver le besoin de \u00ab meubler \u00bb les temps morts. Sachez attendre car le premier qui reprendra la parole sera g\u00e9n\u00e9ralement celui qui s\u2019appr\u00eatera \u00e0 faire une concession.<\/li>\n<\/ul>\n<ul>\n<li><strong>Soyez pr\u00e9cis dans votre argumentaire<\/strong> et allez droit au but pour formuler votre demande. Vous avez un objectif \u00e0 atteindre, ne le perdez pas de vue.<\/li>\n<\/ul>\n<\/div>\n<ul>\n<li>\n<div align=\"justify\"><strong>Privil\u00e9gier les rencontres physiques<\/strong> en cr\u00e9ant de la proximit\u00e9 avec la personne qui vous fait face. Pr\u00eatez \u00e9galement attention \u00e0 la gestuelle et au langage du corps car certains de vos gestes peuvent \u00eatre interpr\u00e9t\u00e9s et sans le vouloir vous pourriez donner une information \u00e0 votre adversaire.<\/div>\n<\/li>\n<\/ul>\n<div>\n<p style=\"color: #479e9a;\"><span style=\"font-size: 28px; line-height: 24px; color: #192f5b;\">Suivez attentivement les diff\u00e9rentes \u00e9tapes de la n\u00e9gociation et le tour est jou\u00e9 !<\/span><\/p>\n<p><b><span style=\"color: #479e9a;\">\u2192<\/span><\/b> Pr\u00e9parer m\u00e9ticuleusement la collecte d\u2019informations sur le fournisseur<b><span style=\"color: #479e9a;\"><br \/>\n<\/span><\/b><\/p>\n<p><b><span style=\"color: #479e9a;\">\u2192 <\/span><\/b>D\u00e9terminer les objectifs \u00e0 atteindre (pr\u00e9paration technique du dossier)<\/p>\n<p><b><span style=\"color: #479e9a;\">\u2192<\/span><\/b> Pr\u00e9parer des arguments pr\u00e9cis pour chacun des points de la n\u00e9gociation<\/p>\n<p><b><span style=\"color: #479e9a;\">\u2192<\/span><\/b> \u00c9tablir une strat\u00e9gie et traiter soit point par point, soit de mani\u00e8re globale<\/p>\n<p><b><span style=\"color: #479e9a;\">\u2192<\/span><\/b> Oser chaque point de n\u00e9gociation pour atteindre vos objectifs<\/p>\n<p><b><span style=\"color: #479e9a;\">\u2192 <\/span><\/b>Mesurer la prise de risques ainsi que son pouvoir dans la n\u00e9gociation<\/p>\n<p><b><span style=\"color: #479e9a;\">\u2192 <\/span><\/b>Fixer un timing<\/p>\n<p><b style=\"color: #479e9a;\">\u2192<\/b> R\u00e9sister en donnant des arguments tangibles<\/p>\n<p><b><span style=\"color: #479e9a;\">\u2192<\/span><\/b> Obtenir en faisant des efforts mod\u00e9r\u00e9s<\/p>\n<p><b style=\"color: #479e9a;\">\u2192<\/b> Conclure\u200b<\/p>\n<\/div>\n<\/div><\/div><\/div><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-1 fusion_builder_column_1_5 1_5 fusion-flex-column\" 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octobre<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t<a href=\"https:\/\/awsolutions.fr\/blog\/revue-de-presse\/\">Revue de presse<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t<a href=\"https:\/\/awsolutions.fr\/blog\/agenda-des-web-seminaires-2023\/\">AGENDA DES WEB S\u00c9MINAIRES 2023<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t<a href=\"https:\/\/awsolutions.fr\/blog\/agenda-des-web-seminaires\/\">AGENDA DES WEB S\u00c9MINAIRES<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t<a href=\"https:\/\/awsolutions.fr\/blog\/aw-solutions-evolution-de-lespace-fournisseurs-vers-un-portail-unique\/\">Un portail unique pour les \u00e9changes d\u00e9mat\u00e9rialis\u00e9s entre acheteurs et entreprises<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t<\/ul>\n\n\t\t<\/section><section id=\"recent-comments-2\" class=\"widget widget_recent_comments\"><div class=\"heading\"><h4 class=\"widget-title\">Commentaires r\u00e9cents<\/h4><\/div><ul id=\"recentcomments\"><\/ul><\/section><section id=\"tag_cloud-2\" class=\"widget widget_tag_cloud\" style=\"border-style: solid;border-color:transparent;border-width:0px;\"><div class=\"heading\"><h4 class=\"widget-title\">\u00c9tiquettes<\/h4><\/div><div class=\"tagcloud\"><a href=\"https:\/\/awsolutions.fr\/blog\/tag\/achats-responsables\/\" class=\"tag-cloud-link tag-link-103 tag-link-position-1\" aria-label=\"Achats responsables (1 \u00e9l\u00e9ment)\">Achats responsables<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/acheteur-3-0\/\" class=\"tag-cloud-link tag-link-43 tag-link-position-2\" aria-label=\"Acheteur 3.0 (1 \u00e9l\u00e9ment)\">Acheteur 3.0<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/actu\/\" class=\"tag-cloud-link tag-link-86 tag-link-position-3\" aria-label=\"actu (4 \u00e9l\u00e9ments)\">actu<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/agenda\/\" class=\"tag-cloud-link 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\u00e9l\u00e9ments)\">B\u00e9n\u00e9fice<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/cartographie-achat\/\" class=\"tag-cloud-link tag-link-34 tag-link-position-10\" aria-label=\"Cartographie achat (1 \u00e9l\u00e9ment)\">Cartographie achat<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/cost-killer\/\" class=\"tag-cloud-link tag-link-44 tag-link-position-11\" aria-label=\"Cost killer (1 \u00e9l\u00e9ment)\">Cost killer<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/crise-sanitaire\/\" class=\"tag-cloud-link tag-link-79 tag-link-position-12\" aria-label=\"crise sanitaire (3 \u00e9l\u00e9ments)\">crise sanitaire<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/critere-rse\/\" class=\"tag-cloud-link tag-link-39 tag-link-position-13\" aria-label=\"Crit\u00e8re RSE (2 \u00e9l\u00e9ments)\">Crit\u00e8re RSE<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/dual-sourcing\/\" class=\"tag-cloud-link tag-link-45 tag-link-position-14\" aria-label=\"Dual Sourcing (1 \u00e9l\u00e9ment)\">Dual Sourcing<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/developpement\/\" class=\"tag-cloud-link tag-link-90 tag-link-position-15\" aria-label=\"D\u00e9veloppement (1 \u00e9l\u00e9ment)\">D\u00e9veloppement<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/formation\/\" class=\"tag-cloud-link tag-link-104 tag-link-position-16\" aria-label=\"Formation (1 \u00e9l\u00e9ment)\">Formation<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/gain-achat\/\" class=\"tag-cloud-link tag-link-37 tag-link-position-17\" aria-label=\"Gain achat (2 \u00e9l\u00e9ments)\">Gain achat<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/generation-y\/\" class=\"tag-cloud-link tag-link-42 tag-link-position-18\" aria-label=\"G\u00e9n\u00e9ration Y (1 \u00e9l\u00e9ment)\">G\u00e9n\u00e9ration Y<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/innovation\/\" class=\"tag-cloud-link tag-link-89 tag-link-position-19\" aria-label=\"Innovation (1 \u00e9l\u00e9ment)\">Innovation<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/intelligence-artificielle\/\" class=\"tag-cloud-link tag-link-51 tag-link-position-20\" aria-label=\"Intelligence Artificielle (2 \u00e9l\u00e9ments)\">Intelligence Artificielle<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/interet-general\/\" class=\"tag-cloud-link tag-link-95 tag-link-position-21\" aria-label=\"Int\u00e9r\u00eat g\u00e9n\u00e9ral (1 \u00e9l\u00e9ment)\">Int\u00e9r\u00eat g\u00e9n\u00e9ral<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/made-in-france\/\" class=\"tag-cloud-link tag-link-41 tag-link-position-22\" aria-label=\"Made in France (1 \u00e9l\u00e9ment)\">Made in France<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/marche-captif\/\" class=\"tag-cloud-link tag-link-46 tag-link-position-23\" aria-label=\"March\u00e9 captif (1 \u00e9l\u00e9ment)\">March\u00e9 captif<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/monopole\/\" class=\"tag-cloud-link tag-link-47 tag-link-position-24\" aria-label=\"Monopole (1 \u00e9l\u00e9ment)\">Monopole<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/nouveaux-usages\/\" class=\"tag-cloud-link tag-link-106 tag-link-position-25\" aria-label=\"nouveaux usages (1 \u00e9l\u00e9ment)\">nouveaux usages<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/negociation\/\" class=\"tag-cloud-link tag-link-28 tag-link-position-26\" aria-label=\"N\u00e9gociation (2 \u00e9l\u00e9ments)\">N\u00e9gociation<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/objectif\/\" class=\"tag-cloud-link tag-link-31 tag-link-position-27\" aria-label=\"Objectif (2 \u00e9l\u00e9ments)\">Objectif<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/partenariat\/\" class=\"tag-cloud-link tag-link-101 tag-link-position-28\" aria-label=\"Partenariat (1 \u00e9l\u00e9ment)\">Partenariat<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/portail\/\" class=\"tag-cloud-link tag-link-120 tag-link-position-29\" aria-label=\"Portail (1 \u00e9l\u00e9ment)\">Portail<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/projet-de-loi\/\" class=\"tag-cloud-link tag-link-97 tag-link-position-30\" aria-label=\"Projet de loi (1 \u00e9l\u00e9ment)\">Projet de loi<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/rencontre-fournisseur\/\" class=\"tag-cloud-link tag-link-35 tag-link-position-31\" aria-label=\"Rencontre fournisseur (1 \u00e9l\u00e9ment)\">Rencontre fournisseur<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/reseau-gesat\/\" class=\"tag-cloud-link tag-link-102 tag-link-position-32\" aria-label=\"R\u00e9seau Gesat (1 \u00e9l\u00e9ment)\">R\u00e9seau Gesat<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/seuil\/\" class=\"tag-cloud-link tag-link-80 tag-link-position-33\" aria-label=\"seuil (2 \u00e9l\u00e9ments)\">seuil<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/simplification\/\" class=\"tag-cloud-link tag-link-96 tag-link-position-34\" aria-label=\"Simplification (1 \u00e9l\u00e9ment)\">Simplification<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/sourcing\/\" class=\"tag-cloud-link tag-link-33 tag-link-position-35\" aria-label=\"Sourcing (9 \u00e9l\u00e9ments)\">Sourcing<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/strategie-achat\/\" class=\"tag-cloud-link tag-link-32 tag-link-position-36\" aria-label=\"Strat\u00e9gie achat (4 \u00e9l\u00e9ments)\">Strat\u00e9gie achat<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/tendances-achat\/\" class=\"tag-cloud-link tag-link-40 tag-link-position-37\" aria-label=\"Tendances Achat (2 \u00e9l\u00e9ments)\">Tendances Achat<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/tresorerie\/\" class=\"tag-cloud-link tag-link-92 tag-link-position-38\" aria-label=\"tr\u00e9sorerie (1 \u00e9l\u00e9ment)\">tr\u00e9sorerie<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/veille\/\" class=\"tag-cloud-link tag-link-123 tag-link-position-39\" aria-label=\"Veille (1 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d\u00e9mat\u00e9rialis\u00e9s (1 \u00e9l\u00e9ment)\">\u00c9changes d\u00e9mat\u00e9rialis\u00e9s<\/a>\n<a href=\"https:\/\/awsolutions.fr\/blog\/tag\/elections\/\" class=\"tag-cloud-link tag-link-107 tag-link-position-45\" aria-label=\"\u00e9lections (1 \u00e9l\u00e9ment)\">\u00e9lections<\/a><\/div>\n<\/section><div class=\"fusion-additional-widget-content\"><\/div><\/div><\/div><\/div><\/div><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-2 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-2 fusion_builder_column_2_3 2_3 fusion-flex-column\" style=\"--awb-padding-top:7px;--awb-padding-right:7px;--awb-padding-bottom:7px;--awb-padding-left:7px;--awb-bg-color:#f9f9f7;--awb-bg-size:cover;--awb-border-color:#cecece;--awb-border-top:1px;--awb-border-right:1px;--awb-border-bottom:1px;--awb-border-left:1px;--awb-border-style:solid;--awb-width-large:66.666666666667%;--awb-margin-top-large:0px;--awb-spacing-right-large:2.88%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:2.88%;--awb-width-medium:66.666666666667%;--awb-spacing-right-medium:2.88%;--awb-spacing-left-medium:2.88%;--awb-width-small:100%;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-2\"><p style=\"text-align: left;\"><span style=\"color: #ffa617; font-size: 28px; font-family: 'Fira Sans'; font-weight: 500; font-style: italic;\" data-fusion-font=\"true\" data-fusion-google-font=\"Fira Sans\" data-fusion-google-variant=\"500italic\" data-fusion-google-subset=\"latin\">L\u2019avis de l\u2019expert<\/span><\/p>\n<p><i><span style=\"font-size: 19px; color: #192f5b; font-family: 'Fira Sans'; font-style: italic; font-weight: 500;\" data-fusion-font=\"true\" data-fusion-google-font=\"Fira Sans\" data-fusion-google-variant=\"500italic\" data-fusion-google-subset=\"latin\">\u00ab La n\u00e9gociation avec un fournisseur est un acte fondamental pour un acheteur. Cette \u00e9tape est l\u2019une des dimensions les plus passionnantes <\/span><\/i><span style=\"color: var(--body_typography-color); font-family: var(--body_typography-font-family); font-size: var(--body_typography-font-size); font-style: var(--body_typography-font-style,normal); font-weight: var(--body_typography-font-weight); letter-spacing: var(--body_typography-letter-spacing);\">\u00bb<\/span><\/p>\n<p><i><span style=\"font-size: 19px; color: #192f5b; font-family: 'Fira Sans'; font-style: italic; font-weight: 500;\" data-fusion-font=\"true\" data-fusion-google-font=\"Fira Sans\" data-fusion-google-variant=\"500italic\" data-fusion-google-subset=\"latin\">N\u2019oubliez pas, il faut toujours essayer de n\u00e9gocier avec ses fournisseurs, cela ne co\u00fbte rien !<\/span><\/i><\/p>\n<p><i><span style=\"font-size: 19px; color: #192f5b; font-family: 'Fira Sans'; font-style: italic; font-weight: 500;\" data-fusion-font=\"true\" data-fusion-google-font=\"Fira Sans\" data-fusion-google-variant=\"500italic\" data-fusion-google-subset=\"latin\">Alors <span style=\"color: #192f5b;\">lancez<\/span>-vous ! <\/span><\/i><\/p>\n<\/div><div class=\"fusion-text fusion-text-3\"><\/div><\/div><\/div><\/div><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":3101,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[28,31,32],"class_list":["post-2686","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-non-classe","tag-negociation","tag-objectif","tag-strategie-achat"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.1 - 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