Paul Lachine

La vérité sur les négociations

ATHENE – Lorsque les personnes et les pays négocient, ils parlent souvent de leurs intérêts,  comme si cela était le seul sujet susceptible de mettre tout le monde d’accord. En opposant son véto au Sommet Européen de Bruxelles en décembre dernier, le Premier ministre britannique David Cameron a déclaré : « Ce qui est proposé n’est pas dans les intérêts de la Grande-Bretagne, je m’y suis donc opposé, » comme si un accord ne reposait que sur la seule assurance de la satisfaction des intérêts.

Mais il se peut qu’il n’ait jamais été dans les intentions de Cameron d’aboutir à un accord. Alors que, de plus en plus, le but ultime de chaque négociation est de finaliser un accord dit « gagnant-gagnant, » que se passe-t-il lorsque les parties en négociation envisagent une sortie gagnant-gagnant qui en réalité nuit à ceux qui ne participent pas aux discussions, ou qui est contre la loi ? Que se passe-t-il lorsque le résultat final est favorable, mais contraire aux principes des parties en négociation ?

Imaginez-vous à la table des négociations, tentant de convaincre l’autre partie. Une stratégie susceptible de réussir serait d’insister sur les bénéfices qu’en tirerait chacune des parties concernées. Mais ce que vous proposez peut ne pas être juste, ou réaliste, ou vous pourriez mentir volontairement. Donc, même fondée sur les intérêts, une telle proposition ne sera pas nécessairement aisément acceptée.

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