{"id":212098,"date":"2018-09-19T16:38:50","date_gmt":"2018-09-19T14:38:50","guid":{"rendered":"https:\/\/www.accedia.fr\/?page_id=212098"},"modified":"2025-01-13T18:25:40","modified_gmt":"2025-01-13T17:25:40","slug":"cas-de-negociation-commerciale-cas-2","status":"publish","type":"page","link":"https:\/\/www.accedia.fr\/cas-de-negociation-commerciale-cas-2\/","title":{"rendered":"Cas de n\u00e9gociation commerciale cas 2"},"content":{"rendered":"\n[et_pb_section fb_built=\u00a0\u00bb1&Prime; admin_label=\u00a0\u00bbHero\u00a0\u00bb _builder_version=\u00a0\u00bb4.16&Prime; use_background_color_gradient=\u00a0\u00bbon\u00a0\u00bb background_color_gradient_type=\u00a0\u00bbcircular\u00a0\u00bb background_color_gradient_direction_radial=\u00a0\u00bbtop left\u00a0\u00bb background_color_gradient_stops=\u00a0\u00bbrgba(40,40,40,0.79) 0%|rgba(40,40,40,0.86) 100%\u00a0\u00bb background_color_gradient_overlays_image=\u00a0\u00bbon\u00a0\u00bb background_color_gradient_start=\u00a0\u00bbrgba(40,40,40,0.79)\u00a0\u00bb background_color_gradient_end=\u00a0\u00bbrgba(40,40,40,0.86)\u00a0\u00bb background_image=\u00a0\u00bbhttps:\/\/www.accedia.fr\/wp-content\/uploads\/2018\/10\/rawpixel-670711-unsplash-1.jpg\u00a0\u00bb custom_margin=\u00a0\u00bb||||false\u00a0\u00bb custom_padding=\u00a0\u00bb2%||2%||true|false\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_row _builder_version=\u00a0\u00bb4.27.3&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.27.3&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_text _builder_version=\u00a0\u00bb4.27.3&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb header_text_color=\u00a0\u00bb#FFFFFF\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h1>Exercice pratique n\u00e9gociation commerciale &#8211; Cas du promoteur immobilier<\/h1>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=\u00a0\u00bb1&Prime; admin_label=\u00a0\u00bbFeatured Collections Section\u00a0\u00bb _builder_version=\u00a0\u00bb4.27.3&Prime; background_position=\u00a0\u00bbcenter_right\u00a0\u00bb max_width_tablet=\u00a0\u00bb\u00a0\u00bb max_width_phone=\u00a0\u00bb100%\u00a0\u00bb max_width_last_edited=\u00a0\u00bbon|desktop\u00a0\u00bb module_alignment=\u00a0\u00bbcenter\u00a0\u00bb custom_margin=\u00a0\u00bb|||\u00a0\u00bb custom_padding=\u00a0\u00bb1.5px|0px|50.5104px|0|false|false\u00a0\u00bb animation_direction=\u00a0\u00bbleft\u00a0\u00bb locked=\u00a0\u00bboff\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_row _builder_version=\u00a0\u00bb4.16&Prime; global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.16&Prime; custom_padding=\u00a0\u00bb|||\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb custom_padding__hover=\u00a0\u00bb|||\u00a0\u00bb][et_pb_text admin_label=\u00a0\u00bbSubtitle\u00a0\u00bb _builder_version=\u00a0\u00bb4.27.3&Prime; text_font=\u00a0\u00bb||||||||\u00a0\u00bb text_text_color=\u00a0\u00bb#000000&Prime; text_font_size=\u00a0\u00bb16px\u00a0\u00bb inline_fonts=\u00a0\u00bbArial\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<p style=\"text-align: left;\"><em>Ce cas pratique a \u00e9t\u00e9 construit sur mesure par les \u00e9quipes de Acc\u00e9dia en collaboration avec le client. Il est le fruit d\u2019entretiens r\u00e9alis\u00e9s au pr\u00e9alable de la formation. Pour des raisons de confidentialit\u00e9, le nom de certains protagonistes a \u00e9t\u00e9 modifi\u00e9.<\/em><\/p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\u00a0\u00bb4.27.3&Prime; background_color=\u00a0\u00bb#f9f9f9&Prime; custom_padding=\u00a0\u00bb2%|2%|2%|2%\u00a0\u00bb border_radii=\u00a0\u00bbon|5px|5px|5px|5px\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.16&Prime; custom_padding=\u00a0\u00bb|||\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb custom_padding__hover=\u00a0\u00bb|||\u00a0\u00bb][et_pb_text admin_label=\u00a0\u00bbSubtitle\u00a0\u00bb _builder_version=\u00a0\u00bb4.27.3&Prime; text_font=\u00a0\u00bb||||||||\u00a0\u00bb text_text_color=\u00a0\u00bb#000000&Prime; text_font_size=\u00a0\u00bb16px\u00a0\u00bb inline_fonts=\u00a0\u00bbArial\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2 style=\"text-align: justify;\"><span class=\"ez-toc-section\" id=\"Situation_position_dans_la_negociation\"><\/span>Situation, position dans la n\u00e9gociation<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Vous \u00eates un promoteur immobilier reconnu. Vous avez rendez-vous avec un propri\u00e9taire foncier, Mr Grimbert, pour une n\u00e9gociation.<\/p>\n<p>Vous souhaitez d\u00e9velopper un programme immobilier de 6900m\u00b2 de logements en accession libre \u00e0 la propri\u00e9t\u00e9 d\u00e9compos\u00e9 en 2 permis de construire de 4000m\u00b2 chacun. La surface de Mr Grimbert est de 2528 m\u00b2, elle est compos\u00e9e d\u2019un garage + des boxes locatifs + une boulangerie.<\/p>\n<p>La signature de la promesse est conditionn\u00e9e par 2 promesses de r\u00e9siliation de bail pour les montants maximums suivants\u00a0:<\/p>\n<ul>\n<li>500 000 \u20ac pour le garage<\/li>\n<li>180\u00a0000 \u20ac pour la boulangerie<\/li>\n<\/ul>\n<p>Vous avez effectu\u00e9 un premier rendez-vous au cours duquel <strong>vous avez abord\u00e9 avec Mr Grimbert l\u2019estimation d\u2019une enveloppe globale de 7\u00a0780\u00a0000 \u20ac<\/strong> qui se d\u00e9composerait de la mani\u00e8re suivante\u00a0:<\/p>\n<ul>\n<li>au minimum <strong>1\u00a0000\u00a0000 \u20ac pour la prise en charge d\u2019un PUP<\/strong>,<\/li>\n<li><strong>200 000\u20ac pour la d\u00e9pollution<\/strong>,<\/li>\n<li><strong>et donc 6\u00a0580\u00a0000\u20ac pour le terrain<\/strong>.<\/li>\n<\/ul>\n<p>Vous lui avez bien pr\u00e9cis\u00e9 que ce n\u2019est qu\u2019une estimation et que les chiffres pourraient varier suite aux directives de la collectivit\u00e9.<\/p>\n<p>Aujourd\u2019hui vous avez les chiffres finaux\u00a0:<\/p>\n<ul>\n<li>1 200 000\u20ac pour la prise en charge du PUP,<\/li>\n<li>200 000\u20ac pour la d\u00e9pollution.<\/li>\n<\/ul>\n<p>Votre proposition est donc de 6\u00a0380\u00a0000 \u20ac net vendeur.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Contexte_de_la_negociation\"><\/span>Contexte de la n\u00e9gociation<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Mr Grimbert est le fils d\u2019un garagiste, il a repris l\u2019activit\u00e9 mais il ne veut plus \u00eatre garagiste. Il souhaite profiter de cette opportunit\u00e9 pour clore l\u2019activit\u00e9. Ainsi il a besoin de cash (indemnisation des salari\u00e9s, solde des cr\u00e9dits en cours\u2026)<\/p>\n<p>Pour \u00e9viter les logements sociaux vous ferez 2 lots 3500-3500 m\u00b2<\/p>\n<p>Il souhaite une dation\u00a0: une surface de 150m\u00b2 pour s\u2019assurer 2500\u20ac de revenus par mois.<\/p>\n<p>Le concurrent (local) dit au client qu\u2019il y a 9000m\u00b2 de surface de plancher, il lui fait donc une offre sup\u00e9rieure (vous savez que la mairie partira sur 6900m\u00b2).<\/p>\n<p>De plus Mr Grimbert a demand\u00e9 \u00e0 ce concurrent d\u2019effectuer un chiffrage sur 6900m\u00b2 de constructibilit\u00e9, vous savez qu\u2019il est plus \u00ab g\u00e9n\u00e9reux \u00bb que vous.<\/p>\n<p>Le concurrent local est en proc\u00e8s avec une des connaissances de Mr Grimbert.<\/p>\n<p>Vous avez qu\u2019en g\u00e9n\u00e9ral, Mr Grimbert appr\u00e9cie vos produits, ce qui est un plus pour la dation envisag\u00e9e.<\/p>\n<p>Dans le secteur, il y a un client du garage qui a vendu \u00e0 un meilleur prix.<\/p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\u00a0\u00bb4.16&Prime; global_colors_info=\u00a0\u00bb{}\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.16&Prime; custom_padding=\u00a0\u00bb|||\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb custom_padding__hover=\u00a0\u00bb|||\u00a0\u00bb][et_pb_text admin_label=\u00a0\u00bbSubtitle\u00a0\u00bb _builder_version=\u00a0\u00bb4.27.3&Prime; text_font=\u00a0\u00bb||||||||\u00a0\u00bb text_text_color=\u00a0\u00bb#000000&Prime; text_font_size=\u00a0\u00bb16px\u00a0\u00bb inline_fonts=\u00a0\u00bbArial\u00a0\u00bb global_colors_info=\u00a0\u00bb{}\u00a0\u00bb]<h2 style=\"text-align: justify;\"><span class=\"ez-toc-section\" id=\"Autres_elements_de_la_negociation\"><\/span>Autres \u00e9l\u00e9ments de la n\u00e9gociation<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li style=\"text-align: justify;\">Vous avez examin\u00e9 \u00e0 nouveau les prix de vente et vous \u00eates en mesure si n\u00e9cessaire d\u2019am\u00e9liorer l\u2019offre pour le terrain de 320\u00a0000 \u20ac au maximum.<\/li>\n<li style=\"text-align: justify;\">Vous pouvez aussi augmenter de 50\u00a0000 \u20ac maximum le montant pour la r\u00e9siliation du bail du garage.<\/li>\n<li style=\"text-align: justify;\">Vous \u00eates en mesure de reloger tr\u00e8s vite la boulangerie.<\/li>\n<li style=\"text-align: justify;\">Pour la dation, vous pouvez lui faire \u00e9conomiser 150\u00a0000\u20ac pour ses d\u00e9clarations imp\u00f4ts (d\u00e9claration de 600\u00a0000 \u20ac pour la dation au lieu de 750\u00a0000\u20ac\u00a0: 150m\u00b2 x 5000\u20ac\/m). De plus, il sera prioritaire dans le choix du bien.<\/li>\n<\/ul>\n<h2 style=\"text-align: justify;\"><span class=\"ez-toc-section\" id=\"Contreparties_a_negocier\"><\/span>Contreparties \u00e0 n\u00e9gocier<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li style=\"text-align: justify;\">Le propri\u00e9taire accepte que l\u2019on conditionne l\u2019acquisition du terrain \u00e0 50% de pr\u00e9vente du terrain.<\/li>\n<li style=\"text-align: justify;\">Un \u00e9ch\u00e9ancier de paiement\u00a0: 50% \u00e0 l\u2019achat du terrain et 50% lorsque tout est commercialis\u00e9.<\/li>\n<li style=\"text-align: justify;\">Vous pouvez exiger d\u2019autres contreparties si elles vous semblent l\u00e9gitimes.<\/li>\n<\/ul>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\u00a0\u00bb4.27.3&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_column _builder_version=\u00a0\u00bb4.27.3&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb type=\u00a0\u00bb4_4&Prime;][et_pb_text _builder_version=\u00a0\u00bb4.27.3&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb hover_enabled=\u00a0\u00bb0&Prime; global_colors_info=\u00a0\u00bb{}\u00a0\u00bb locked=\u00a0\u00bboff\u00a0\u00bb sticky_enabled=\u00a0\u00bb0&Prime; text_font_size=\u00a0\u00bb16px\u00a0\u00bb]<h2 style=\"text-align: center;\"><span class=\"ez-toc-section\" id=\"Ces_formations_pourraient_vous_interesser\"><\/span>Ces formations pourraient vous int\u00e9resser<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>&nbsp;<\/p>\n<ul>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/coaching-negociation\/\">Coaching en n\u00e9gociation<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/formation-negociation-commerciale\/\">Formation \u00e0 la n\u00e9gociation commerciale<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/formation-negociation-commerciale-expert\/\">Formation \u00e0 la n\u00e9gociation commerciale niveau expert<\/a><\/li>\n<li><a href=\"https:\/\/www.accedia.fr\/formations\/formation-negociation-methode-disc\/\">Formation avec la m\u00e9thode DISC<\/a><\/li>\n<\/ul>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]\n","protected":false},"excerpt":{"rendered":"<p>Exercice pratique n\u00e9gociation commerciale &#8211; Cas du promoteur immobilierCe cas pratique a \u00e9t\u00e9 construit sur mesure par les \u00e9quipes de Acc\u00e9dia en collaboration avec le client. Il est le fruit d\u2019entretiens r\u00e9alis\u00e9s au pr\u00e9alable de la formation. Pour des raisons de confidentialit\u00e9, le nom de certains protagonistes a \u00e9t\u00e9 modifi\u00e9.Situation, position dans la n\u00e9gociation Vous [&hellip;]<\/p>\n","protected":false},"author":9,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"class_list":["post-212098","page","type-page","status-publish","hentry"],"rankMath":{"parentDomain":"www.accedia.fr","noFollowDomains":[],"noFollowExcludeDomains":[],"noFollowExternalLinks":false,"featuredImageNotice":"L\u2019image en vedette devrait \u00eatre au moins 200 par 200 pixels pour \u00eatre utilis\u00e9 par Facebook et d\u2019autres sites de m\u00e9dias sociaux.","pluginReviewed":false,"postSettings":{"linkSuggestions":true,"useFocusKeyword":false},"frontEndScore":false,"postName":"cas-de-negociation-commerciale-cas-2","permalinkFormat":"https:\/\/www.accedia.fr\/%pagename%\/","showLockModifiedDate":true,"assessor":{"focusKeywordLink":"https:\/\/www.accedia.fr\/wp-admin\/edit.php?focus_keyword=%focus_keyword%&post_type=%post_type%","hasTOCPlugin":{"easy-table-of-contents\/easy-table-of-contents.php":"Easy Table of Contents"},"primaryTaxonomy":false,"serpData":{"title":"Exemple cas de n\u00e9gociation commerciale - Acc\u00e9dia","description":"Ce cas pratique a \u00e9t\u00e9 construit sur mesure par les \u00e9quipes de Acc\u00e9dia en collaboration avec le client. 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