Négociation: ne cherchez pas le compromis | Julien Pelabere | TEDxGEM
TEDx Talks
1,355,088 views
With a PhD in complex negotiation and as founder of the NERA Institute – Institute for Negotiation and Applied Research (www.institut-nera.com), Julien dedicates his daily energy to training and assisting individuals, organizations, and companies for whom negotiation and conflict management are crucial.
A professional negotiator, Julien worked for many years in operational and managerial roles at consulting firms. Head and coordinator of the Sorbonne Negotiation program since 2010, he also spent four years in a Sorbonne research laboratory modeling influence negotiation processes.
Author of the book *Influence Negotiation: Develop Your Power, Outsmart Manipulation*, he also teaches his work on negotiation and management/leadership at ENA, HEC, Sciences Po Paris, and Dauphine University. He regularly shares his expertise in the media, writing articles on negotiation and influence communication. Ph.D. in complex negotiation and founder of Institut NERA (www.institut-nera.com), a consulting firm specialized in Negotiation and Conflict Management, we train, assist and advise companies, governmental organizations, and people when negotiations become complex and sensitive.
Author of the awarded book "La Negotiation of Influence, Develop your power, Outwit Manipulation" (Edition DUNOD), he has spent 4 years as negotiation researcher at La Sorbonne. His latest researches focus on the different types of power in negotiation and how influence impacts negotiation. This talk was given at a TEDx event using the TED conference format but independently organized by a local community. Learn more at https://www.ted.com/tedx
20 Comments
Comme quoi à toute chose malheur est bon
Et pourtant, c'est faux : nous ne passons pas notre vie à négocier. Certains humains le font après y avoir été formés. Ils s'enferment dans cette représentation et ne savent plus voir le monde autrement. Mais le monde, les relations c'est autre chose que la négociation permanente.
Son propos est une perception contemporaine de la vie, dans une dynamique capitaliste des relations : je négocie, j'investis, je gère, je place, j'économise... Et pourtant, non, je ne négocie pas avec mes enfants : j'enseigne et j'éduque, je fais de la pédagogie ; je ne négocie pas avec mon conjoint : je discute, je projette, j'envisage, je propose... Négocier c'est faire des affaires, du commerce...
Alors, oui, on peut toujours extrapoler, mais négocier, ça reste le principe de l'échange clairement intéressé sur le plan technique (matériel et fric).
2. Passer d'une volonté de convaincre à une volonté de comprendre. Semper, écoute active, résumé propos.
3. Chercher à augmenter notre partenaire.
Et souvent le compromis est stratégique, il a du sens, il est souvent partagé par les 2 parties . Cela existe depuis la nuit des temps ..
Négociation: ne cherchez pas le compromis | Julien Pelabere | TEDxGEM
TEDx Talks
1,355,088 views
With a PhD in complex negotiation and as founder of the NERA Institute – Institute for Negotiation and Applied Research (www.institut-nera.com), Julien dedicates his daily energy to training and assisting individuals, organizations, and companies for whom negotiation and conflict management are crucial.
A professional negotiator, Julien worked for many years in operational and managerial roles at consulting firms. Head and coordinator of the Sorbonne Negotiation program since 2010, he also spent four years in a Sorbonne research laboratory modeling influence negotiation processes.
Author of the book *Influence Negotiation: Develop Your Power, Outsmart Manipulation*, he also teaches his work on negotiation and management/leadership at ENA, HEC, Sciences Po Paris, and Dauphine University. He regularly shares his expertise in the media, writing articles on negotiation and influence communication. Ph.D. in complex negotiation and founder of Institut NERA (www.institut-nera.com), a consulting firm specialized in Negotiation and Conflict Management, we train, assist and advise companies, governmental organizations, and people when negotiations become complex and sensitive.
Author of the awarded book "La Negotiation of Influence, Develop your power, Outwit Manipulation" (Edition DUNOD), he has spent 4 years as negotiation researcher at La Sorbonne. His latest researches focus on the different types of power in negotiation and how influence impacts negotiation. This talk was given at a TEDx event using the TED conference format but independently organized by a local community. Learn more at https://www.ted.com/tedx