ICC Principles to Facilitate Commercial Negotiation – French
Directed at small, medium or large businesses across many sectors, the International Chamber of Commerce Principles to Facilitate Commercial Negotiation are a short set of principles to help negotiators conduct smooth and efficient commercial negotiations.
RECOMMANDATIONS D’ICC POUR FACILITER LA NEGOCIATION COMMERCIALE
Les affaires, dans une économie mondiale intégrée, réunissent des interlocuteurs issus de cultures et de pratiques commerciales très différentes, avec des intérêts différents et un large éventail de styles de négociation et d’expériences. Bien que cette grande diversité soit un fondement de la communauté commerciale dynamique actuelle, elle augmente également les risques d’incompréhensions coûteuses qui entravent la fluidité des affaires.
Les Recommandations d’ICC pour faciliter la négociation commerciale se basent sur l’idée que les meilleurs accords sont conclus entre des interlocuteurs qui n’ont pas seulement la volonté ou le besoin impérieux de collaborer, mais également qui se respectent et qui se font confiance mutuellement. Les affaires impliquent de plus en plus de partenariats durables et d’accords commerciaux qui peuvent avoir besoin d’évoluer au fil du temps — dans ces situations, une relation respectueuse et une bonne communication avec votre interlocuteur commercial constitue un atout incomparable.
Chaque négociation, ainsi que l’ensemble des parties est spécifique, et les Recommandations d’ICC peuvent être utiles de différentes manières pour toutes sortes de négociations. Les Recommandations peuvent être utilisées comme :
• une liste récapitulative des points qu’une partie peut prendre en compte pendant la préparation et la conduite des négociations
• un ensemble de lignes directrices que les parties peuvent convenir d’utiliser comme référence pour la conduite des négociations
• un référentiel pour guider une partie dans la manière de se comporter pendant des négociations.
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