{"id":1999,"date":"2026-09-24T16:28:08","date_gmt":"2026-09-24T14:28:08","guid":{"rendered":"https:\/\/canis-conseil.fr\/?p=1999"},"modified":"2026-10-26T16:31:36","modified_gmt":"2026-10-26T15:31:36","slug":"gestion-de-crise-negociations-ce-que-comex-et-ca-doivent-emprunter-a-la-diplomatie","status":"publish","type":"post","link":"https:\/\/canis-conseil.fr\/index.php\/2026\/09\/24\/gestion-de-crise-negociations-ce-que-comex-et-ca-doivent-emprunter-a-la-diplomatie\/","title":{"rendered":"\ud83d\udccc Gestion de crise &amp; n\u00e9gociations : ce que Comex et CA doivent emprunter \u00e0 la diplomatie."},"content":{"rendered":"\n<p class=\"has-text-align-center wp-block-paragraph\"><a href=\"https:\/\/www.lesechos.fr\/idees-debats\/leadership-management\/distinguer-ce-qui-releve-de-lemotion-de-linteret-reel-et-du-rapport-de-force-ce-que-le-monde-de-lentreprise-peut-apprendre-du-milieu-diplomatique-2253227\" target=\"_blank\" rel=\"noopener\">Les Echos<\/a>, 24 septembre 2026. <\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Dans un environnement mondial fragment\u00e9 o\u00f9 la d\u00e9sinformation est devenue une arme de comp\u00e9tition et o\u00f9 la volatilit\u00e9 g\u00e9opolitique dicte les march\u00e9s, la fronti\u00e8re entre diplomatie d\u2019\u00c9tat et gouvernance d&#8217;entreprise s&#8217;efface.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Voici \ud835\udfe7\u0332 \u0332\ud835\uddc5\u0332\ud835\uddbe\u0332\ud835\uddcf\u0332\ud835\uddc2\u0332\ud835\uddbe\u0332\ud835\uddcb\u0332\ud835\uddcc\u0332 \u0332\ud835\uddbd\u0332\ud835\uddc2\u0332\ud835\uddc9\u0332\ud835\uddc5\u0332\ud835\uddc8\u0332\ud835\uddc6\u0332\ud835\uddba\u0332\ud835\uddcd\u0332\ud835\uddc2\u0332\ud835\uddca\u0332\ud835\uddce\u0332\ud835\uddbe\u0332\ud835\uddcc\u0332 \u0332\ud835\uddc6\u0332\ud835\uddba\u0332\ud835\uddc3\u0332\ud835\uddbe\u0332\ud835\uddce\u0332\ud835\uddcb\u0332\ud835\uddcc\u0332 :<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">\ud83c\udfaf \ud835\uddd7\ud835\uddf6\ud835\ude00\ud835\uddf0\ud835\uddf2\ud835\uddff\ud835\uddfb\ud835\uddf2\ud835\uddfa\ud835\uddf2\ud835\uddfb\ud835\ude01 \ud835\ude00\ud835\ude01\ud835\uddff\ud835\uddee\ud835\ude01\ud835\uddf2\u0341\ud835\uddf4\ud835\uddf6\ud835\uddfe\ud835\ude02\ud835\uddf2<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">L\u2019\u00e9motion et le non-verbal sont des signaux faibles mais ne doivent jamais dicter la d\u00e9cision.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">En n\u00e9gociation comme en situation de crise, l&#8217;enjeu est de garder du recul pour isoler l&#8217;int\u00e9r\u00eat souverain de l&#8217;entreprise face aux postures (parfois sciemment agressives ou sid\u00e9rantes) des parties prenantes.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">\ud83d\udee1\ufe0f \ud835\udde6\ud835\uddfc\ud835\ude02\ud835\ude03\ud835\uddf2\ud835\uddff\ud835\uddee\ud835\uddf6\ud835\uddfb\ud835\uddf2\ud835\ude01\ud835\uddf2\u0341 \ud835\uddf2\ud835\ude01 \ud835\uddee\ud835\ude02\ud835\ude01\ud835\uddfc\ud835\uddfb\ud835\uddfc\ud835\uddfa\ud835\uddf6\ud835\uddf2 \ud835\ude00\ud835\ude01\ud835\uddff\ud835\uddee\ud835\ude01\ud835\uddf2\u0341\ud835\uddf4\ud835\uddf6\ud835\uddfe\ud835\ude02\ud835\uddf2<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">C\u00e9der au mim\u00e9tisme ou s&#8217;aligner aveugl\u00e9ment sur un g\u00e9ant par opportunisme est un calcul \u00e0 court terme.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Les leaders doivent miser sur la constance, la cr\u00e9dibilit\u00e9 et la fiabilit\u00e9.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Il est critique d&#8217;analyser m\u00e9thodiquement ses d\u00e9pendances (approvisionnements, technologies, march\u00e9s) pour nouer des alliances d&#8217;\u00e9gal \u00e0 \u00e9gal et b\u00e2tir des alternatives viables.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">\ud83c\udf10 \ud835\uddd6\ud835\uddee\ud835\uddff\ud835\ude01\ud835\uddfc\ud835\uddf4\ud835\uddff\ud835\uddee\ud835\uddfd\ud835\uddf5\ud835\uddf6\ud835\uddf2 \ud835\uddf1\ud835\uddf2\ud835\ude00 \ud835\uddee\ud835\uddf9\ud835\uddf9\ud835\uddf6\ud835\uddee\ud835\uddfb\ud835\uddf0\ud835\uddf2\ud835\ude00 \ud835\uddf2\ud835\ude01 \ud835\uddee\ud835\uddfd\ud835\uddfd\ud835\uddff\ud835\uddfc\ud835\uddf0\ud835\uddf5\ud835\uddf2\ud835\ude00 \ud835\uddfd\ud835\uddee\ud835\uddff \ud835\uddf0\ud835\uddf2\ud835\uddff\ud835\uddf0\ud835\uddf9\ud835\uddf2\ud835\ude00 \ud835\uddff\ud835\uddf2\ud835\ude00\ud835\ude01\ud835\uddff\ud835\uddf2\ud835\uddf6\ud835\uddfb\ud835\ude01\ud835\ude00<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Lorsque les int\u00e9r\u00eats divergent fortement au sein d&#8217;un groupe ou d&#8217;une table de n\u00e9gociation complexe, s&#8217;adresser \u00e0 tous frontalement est inefficace.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Un dirigeant doit prioriser une approche par cercles concentriques : consolider d&#8217;abord le socle avec les alli\u00e9s les plus proches avant d&#8217;\u00e9largir. Et en cas de blocage dogmatique (ex: cas d&#8217;extr\u00eame divergence), savoir contourner ou exclure temporairement les points d&#8217;achoppement pour avancer.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">\ud83d\udd12 \ud835\udde0\ud835\uddee\ud835\uddf6\u0302\ud835\ude01\ud835\uddff\ud835\uddf6\ud835\ude00\ud835\uddf2 \ud835\uddf1\ud835\uddf2 \ud835\uddf9&#8217;\ud835\uddf6\ud835\uddfb\ud835\uddf3\ud835\uddfc\ud835\uddff\ud835\uddfa\ud835\uddee\ud835\ude01\ud835\uddf6\ud835\uddfc\ud835\uddfb \ud835\uddf2\ud835\ude01 \ud835\uddff\ud835\uddf6\ud835\ude00\ud835\uddfe\ud835\ude02\ud835\uddf2 \ud835\uddff\ud835\uddf2\u0341\ud835\uddfd\ud835\ude02\ud835\ude01\ud835\uddee\ud835\ude01\ud835\uddf6\ud835\uddfc\ud835\uddfb\ud835\uddfb\ud835\uddf2\ud835\uddf9<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">La d\u00e9sinformation n&#8217;est plus une simple perturbation : c&#8217;est un outil strat\u00e9gique de d\u00e9stabilisation des concurrents.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Le risque r\u00e9putationnel est un indicateur direct de la fiabilit\u00e9 d&#8217;une entreprise.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Les dirigeants doivent n\u00e9gocier en sachant que l&#8217;information n&#8217;est plus per\u00e7ue comme neutre ou partag\u00e9e par tous.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">\ud83c\udfdb\ufe0f \ud835\udde0\ud835\uddf6\ud835\ude00\ud835\uddf2 \ud835\uddf2\ud835\uddfb \ud835\ude00\ud835\uddf0\ud835\uddf2\u0340\ud835\uddfb\ud835\uddf2 \ud835\uddf2\ud835\ude01 \ud835\uddf6\ud835\uddfb\ud835\ude01\ud835\uddf2\ud835\uddf9\ud835\uddf9\ud835\uddf6\ud835\uddf4\ud835\uddf2\ud835\uddfb\ud835\uddf0\ud835\uddf2 \ud835\uddf1\ud835\uddf2\ud835\ude00 \ud835\ude00\ud835\uddf6\ud835\ude01\ud835\ude02\ud835\uddee\ud835\ude01\ud835\uddf6\ud835\uddfc\ud835\uddfb\ud835\ude00<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Du choix du cadre de n\u00e9gociation \u00e0 la ma\u00eetrise des codes culturels, en passant par la gestion du temps de parole et le respect apparent de l&#8217;interlocuteur m\u00eame en cas de d\u00e9saccord fondamental, rien n&#8217;est laiss\u00e9 au hasard.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Dans les n\u00e9gociations \u00e0 haut risque, chaque d\u00e9tail symbolique sert de levier psychologique : soit \u00e0 instaurer une connivence, soit \u00e0 asseoir un rapport de force.<\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">\ud83d\udcac Et vous, quelle technique issue du milieu diplomatique appliquez-vous d\u00e9j\u00e0 dans vos n\u00e9gociations strat\u00e9giques ?<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Les Echos, 24 septembre 2026. Dans un environnement mondial fragment\u00e9 o\u00f9 la d\u00e9sinformation est devenue une arme de comp\u00e9tition et o\u00f9 la volatilit\u00e9 g\u00e9opolitique dicte les march\u00e9s, la fronti\u00e8re entre diplomatie d\u2019\u00c9tat et gouvernance d&#8217;entreprise s&#8217;efface. Voici \ud835\udfe7\u0332 \u0332\ud835\uddc5\u0332\ud835\uddbe\u0332\ud835\uddcf\u0332\ud835\uddc2\u0332\ud835\uddbe\u0332\ud835\uddcb\u0332\ud835\uddcc\u0332 \u0332\ud835\uddbd\u0332\ud835\uddc2\u0332\ud835\uddc9\u0332\ud835\uddc5\u0332\ud835\uddc8\u0332\ud835\uddc6\u0332\ud835\uddba\u0332\ud835\uddcd\u0332\ud835\uddc2\u0332\ud835\uddca\u0332\ud835\uddce\u0332\ud835\uddbe\u0332\ud835\uddcc\u0332 \u0332\ud835\uddc6\u0332\ud835\uddba\u0332\ud835\uddc3\u0332\ud835\uddbe\u0332\ud835\uddce\u0332\ud835\uddcb\u0332\ud835\uddcc\u0332 : \ud83c\udfaf \ud835\uddd7\ud835\uddf6\ud835\ude00\ud835\uddf0\ud835\uddf2\ud835\uddff\ud835\uddfb\ud835\uddf2\ud835\uddfa\ud835\uddf2\ud835\uddfb\ud835\ude01 \ud835\ude00\ud835\ude01\ud835\uddff\ud835\uddee\ud835\ude01\ud835\uddf2\u0341\ud835\uddf4\ud835\uddf6\ud835\uddfe\ud835\ude02\ud835\uddf2 L\u2019\u00e9motion et le non-verbal sont des signaux faibles mais ne &hellip;<\/p>\n<p class=\"read-more\"> <a class=\"\" href=\"https:\/\/canis-conseil.fr\/index.php\/2026\/09\/24\/gestion-de-crise-negociations-ce-que-comex-et-ca-doivent-emprunter-a-la-diplomatie\/\"> <span class=\"screen-reader-text\">\ud83d\udccc Gestion de crise &amp; n\u00e9gociations : ce que Comex et CA doivent emprunter \u00e0 la diplomatie.<\/span> Read More &raquo;<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_uag_custom_page_level_css":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"","footnotes":""},"categories":[9,8,15],"tags":[],"class_list":["post-1999","post","type-post","status-publish","format-standard","hentry","category-gouvernance","category-intelligence-economique","category-traduction"],"uagb_featured_image_src":{"full":false,"thumbnail":false,"medium":false,"medium_large":false,"large":false,"1536x1536":false,"2048x2048":false},"uagb_author_info":{"display_name":"Catherine Delahaye","author_link":"https:\/\/canis-conseil.fr\/index.php\/author\/admin5132\/"},"uagb_comment_info":0,"uagb_excerpt":"Les Echos, 24 septembre 2026. Dans un environnement mondial fragment\u00e9 o\u00f9 la d\u00e9sinformation est devenue une arme de comp\u00e9tition et o\u00f9 la volatilit\u00e9 g\u00e9opolitique dicte les march\u00e9s, la fronti\u00e8re entre diplomatie d\u2019\u00c9tat et gouvernance d&#8217;entreprise s&#8217;efface. Voici \ud835\udfe7\u0332 \u0332\ud835\uddc5\u0332\ud835\uddbe\u0332\ud835\uddcf\u0332\ud835\uddc2\u0332\ud835\uddbe\u0332\ud835\uddcb\u0332\ud835\uddcc\u0332 \u0332\ud835\uddbd\u0332\ud835\uddc2\u0332\ud835\uddc9\u0332\ud835\uddc5\u0332\ud835\uddc8\u0332\ud835\uddc6\u0332\ud835\uddba\u0332\ud835\uddcd\u0332\ud835\uddc2\u0332\ud835\uddca\u0332\ud835\uddce\u0332\ud835\uddbe\u0332\ud835\uddcc\u0332 \u0332\ud835\uddc6\u0332\ud835\uddba\u0332\ud835\uddc3\u0332\ud835\uddbe\u0332\ud835\uddce\u0332\ud835\uddcb\u0332\ud835\uddcc\u0332 : \ud83c\udfaf \ud835\uddd7\ud835\uddf6\ud835\ude00\ud835\uddf0\ud835\uddf2\ud835\uddff\ud835\uddfb\ud835\uddf2\ud835\uddfa\ud835\uddf2\ud835\uddfb\ud835\ude01 \ud835\ude00\ud835\ude01\ud835\uddff\ud835\uddee\ud835\ude01\ud835\uddf2\u0341\ud835\uddf4\ud835\uddf6\ud835\uddfe\ud835\ude02\ud835\uddf2 L\u2019\u00e9motion et le non-verbal sont des signaux faibles mais ne&hellip;","_links":{"self":[{"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/posts\/1999","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/comments?post=1999"}],"version-history":[{"count":1,"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/posts\/1999\/revisions"}],"predecessor-version":[{"id":2000,"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/posts\/1999\/revisions\/2000"}],"wp:attachment":[{"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/media?parent=1999"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/categories?post=1999"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/canis-conseil.fr\/index.php\/wp-json\/wp\/v2\/tags?post=1999"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}