{"id":7758,"date":"2013-10-10T00:00:00","date_gmt":"2013-10-10T04:00:00","guid":{"rendered":"https:\/\/wp.edilex.com\/getting-to-we-negocier-la-relation-avant-le-contrat-la-suite\/"},"modified":"2024-03-26T11:02:16","modified_gmt":"2024-03-26T15:02:16","slug":"getting-to-we-negocier-la-relation-avant-le-contrat-la-suite","status":"publish","type":"post","link":"https:\/\/edilex.com\/blog\/2013\/10\/10\/getting-to-we-negocier-la-relation-avant-le-contrat-la-suite\/","title":{"rendered":"Getting to We : N\u00e9gocier la relation avant le contrat\u2026 la suite!"},"content":{"rendered":"<p style=\"text-align: justify;\">Dans mon pr\u00e9c\u00e9dent billet <em>(\u00ab\u00a0<a href=\"http:\/\/www.edilex.com\/blogue\/getting-to-we-negocier-la-relation-avant-le-contrat#axzz2h8S1fn00\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"color: #008000;\"><strong><span style=\"color: #008000;\">Getting to We\u00a0: N\u00e9gocier la relation avant le contrat!\u00a0<\/span><\/strong><\/span><\/a>\u00bb)<\/em>, j\u2019ai abord\u00e9 la toute nouvelle approche de mise en place et de gestion d\u2019une relation contractuelle impliquant un haut degr\u00e9 d\u2019interaction et de collaboration faisant l\u2019objet du livre<strong><a href=\"http:\/\/www.amazon.ca\/Getting-Negotiating-Agreements-Collaborative-Relationships\/dp\/1137297182\/ref=sr_1_1?ie=UTF8&amp;qid=1380889877&amp;sr=8-1&amp;keywords=getting+to+we\" target=\"_blank\" rel=\"noopener noreferrer\"><em> Getting to We\u00a0: Negotiating Agreements for Highly Collaborative Relationships<\/em><\/a><\/strong> (<em>Jeanette Nyden, Kate Vitasek and David Frydlinger, Plagrave MacMillan) <\/em>publi\u00e9 en ao\u00fbt dernier.<\/p>\n<p style=\"text-align: justify;\">J\u2019y mentionnais que cette approche comportait trois volets\u00a0: (a) \u00e9tablir les fondements d\u2019une relation de confiance, (b) s\u2019entendre sur une vision commune et partag\u00e9e et (c) n\u00e9gocier les param\u00e8tres de la relation (<em>notamment quant aux fa\u00e7ons d\u2019apporter, en cours de route, des changements au contrat afin d\u2019en am\u00e9liorer l\u2019efficacit\u00e9, la pertinence et les avantages pour l\u2019ensemble des parties<\/em>), et ce, avant m\u00eame de discuter des termes et conditions initiaux du contrat.<\/p>\n<p style=\"text-align: justify;\">Afin de compl\u00e9ter mes remarques sur cette approche fort int\u00e9ressante et prometteuse, voici maintenant les principaux \u00e9l\u00e9ments de chacun de ces trois volets\u00a0:<\/p>\n<ul style=\"text-align: justify;\">\n<ul>\n<li><strong><em><span style=\"text-decoration: underline;\">Premier volet<\/span><\/em><em>\u00a0: \u00c9tablir les fondements de la relation\u00a0:<\/em><\/strong><\/li>\n<\/ul>\n<\/ul>\n<p style=\"text-align: justify;\">Selon les auteurs, toute relation de collaboration doit reposer sur trois fondements\u00a0: <em>la confiance, la transparence et la compatibilit\u00e9<\/em>.<\/p>\n<p style=\"text-align: justify;\">Les parties doivent donc d\u2019abord chercher \u00e0 \u00e9tablir entre elles ces trois fondements avant d\u2019avancer plus loin dans leurs discussions.<\/p>\n<p style=\"text-align: justify;\">Ceux-ci, comme les autres volets de la relation de collaboration, devraient d\u2019ailleurs \u00eatre ad\u00e9quatement document\u00e9s afin d\u2019assurer que chaque partie les comprend clairement et d\u2019en assurer la p\u00e9rennit\u00e9 (<em>notamment pour le cas de changement dans les personnes qui doivent en assurer la mise en \u0153uvre<\/em>).<\/p>\n<p style=\"text-align: justify;\">Afin de pouvoir donner la pleine mesure de son apport au succ\u00e8s de leur collaboration, chaque partie doit \u00eatre assur\u00e9e que l\u2019autre agira aussi dans leur int\u00e9r\u00eat commun et que chacune fera les efforts n\u00e9cessaires pour d\u2019abord maximiser les avantages communs de leur entente et ensuite se les partager de fa\u00e7on \u00e9quitable.<\/p>\n<p style=\"text-align: justify;\">Entre autres, la transparence implique, selon les auteurs de ce livre, que les parties \u00e0 une entente de collaboration devraient s\u2019\u00e9changer beaucoup plus d\u2019information qu\u2019elles ne le sont traditionnellement, permettant ainsi \u00e0 chaque partie de bien mesurer les progr\u00e8s de la collaboration, d\u2019y proposer des am\u00e9liorations et de r\u00e9duire les craintes de l\u2019autre partie n\u2019en profite ind\u00fbment \u00e0 ses d\u00e9pens.<\/p>\n<ul style=\"text-align: justify;\">\n<ul>\n<li><strong><span style=\"color: #000000;\"><em><span style=\"text-decoration: underline;\">Deuxi\u00e8me volet<\/span><\/em><em>\u00a0: S\u2019entendre sur une vision commune\u00a0<\/em><em>:<\/em><\/span><\/strong><\/li>\n<\/ul>\n<\/ul>\n<p style=\"text-align: justify;\">Une fois les fondements bien en place et document\u00e9s, le deuxi\u00e8me volet consiste pour les parties \u00e0 s\u2019entendre sur une m\u00eame vision quant \u00e0 l\u2019objectif de leur collaboration, quant aux buts vis\u00e9s et quant aux avantages recherch\u00e9s par chacune d\u2019entre elles.<\/p>\n<p style=\"text-align: justify;\">Tout comme pour les fondements, les auteurs proposent que cette vision soit aussi bien discut\u00e9e, partag\u00e9e et document\u00e9e.<\/p>\n<ul style=\"text-align: justify;\">\n<ul>\n<li><span style=\"color: #000000;\"><strong><em><span style=\"text-decoration: underline;\">Troisi\u00e8me volet<\/span><\/em><em>\u00a0: N\u00e9gocier les param\u00e8tres de la relation avant le contrat\u00a0:<\/em><\/strong><\/span><\/li>\n<\/ul>\n<\/ul>\n<p style=\"text-align: justify;\">En troisi\u00e8me lieu, les auteurs de <em>Getting to We <\/em>proposent que les parties s\u2019entendent sur certains param\u00e8tres cl\u00e9 de leur collaboration, notamment afin de lui permettre d\u2019\u00e9voluer, de s\u2019adapter aux besoins et \u00e0 des changements et, m\u00eame, d\u2019apporter \u00e0 leur contrat les changements requis pour lui permettre de demeurer pertinent et de r\u00e9pondre ad\u00e9quatement aux changements dans la relation entre les parties, dans les besoins, dans les apports respectifs, dans le march\u00e9, etc. ainsi qu\u2019\u00e0 des innovations ou \u00e0 de nouvelles initiatives apport\u00e9es par l\u2019une ou l\u2019autre des parties dans leur int\u00e9r\u00eat commun.<\/p>\n<p style=\"text-align: justify;\">Ces param\u00e8tres portent donc, non pas sur la substance m\u00eame du contrat, mais sur le comportement des parties tout au long de leur collaboration.<\/p>\n<p style=\"text-align: justify;\">Les auteurs sugg\u00e8rent que ces param\u00e8tres (<em>aussi document\u00e9s<\/em>) reposent sur les six principes suivants qui devraient guider les parties tout au long de leur collaboration\u00a0:<\/p>\n<p style=\"padding-left: 30px; text-align: justify;\"><span style=\"color: #008000;\">1.-\u00a0\u00a0\u00a0\u00a0 R\u00e9ciprocit\u00e9<\/span><\/p>\n<p style=\"padding-left: 30px; text-align: justify;\"><span style=\"color: #008000;\">2.-\u00a0\u00a0\u00a0\u00a0 Autonomie<\/span><\/p>\n<p style=\"padding-left: 30px; text-align: justify;\"><span style=\"color: #008000;\">3.-\u00a0\u00a0\u00a0\u00a0 Honn\u00eatet\u00e9 (<\/span><em>et j\u2019y ajouterais franchise<\/em>)<\/p>\n<p style=\"padding-left: 30px; text-align: justify;\"><span style=\"color: #008000;\">4.-\u00a0\u00a0\u00a0\u00a0 \u00c9quit\u00e9<\/span><\/p>\n<p style=\"padding-left: 30px; text-align: justify;\"><span style=\"color: #008000;\">5.-\u00a0\u00a0\u00a0\u00a0 Loyaut\u00e9, et<\/span><\/p>\n<p style=\"padding-left: 30px; text-align: justify;\"><span style=\"color: #008000;\">6.-\u00a0\u00a0\u00a0\u00a0 Int\u00e9grit\u00e9.<\/span><\/p>\n<p style=\"text-align: justify;\">Ces principes serviront aussi de crit\u00e8res de d\u00e9cision aux fins des modifications pouvant \u00eatre, de temps \u00e0 autre, apport\u00e9es au contrat initial afin de mieux atteindre les objectifs convenus entre les parties, d\u2019accro\u00eetre les avantages communs de leur collaboration et d\u2019ad\u00e9quatement s\u2019en r\u00e9partir les b\u00e9n\u00e9fices en fonction notamment de leurs investissements, de leurs apports et des risques pris, ou partag\u00e9s, par chacune d\u2019entre elles.<\/p>\n<p style=\"text-align: justify;\">Ces principes ne sont d\u2019ailleurs pas sans rappeler les six principes fondamentaux de saine gestion propos\u00e9s depuis plusieurs ann\u00e9es maintenant par l\u2019Ordre des administrateurs agr\u00e9\u00e9s du Qu\u00e9bec sous le vocable de \u00ab\u00a0<em>Principes de saine gestion g\u00e9n\u00e9ralement reconnus (PSGGR)\u00a0<\/em>\u00bbque sont <em>la transparence, la continuit\u00e9, l\u2019efficience, l\u2019\u00e9quilibre, l\u2019\u00e9quit\u00e9 et l\u2019abn\u00e9gation<\/em>.<\/p>\n<p style=\"text-align: justify;\">En terminant, je tiens \u00e0 souligner que l\u2019approche propos\u00e9e par les auteurs du livre <span style=\"color: #008000;\"><strong><a href=\"http:\/\/www.amazon.ca\/Getting-Negotiating-Agreements-Collaborative-Relationships\/dp\/1137297182\/ref=sr_1_1?ie=UTF8&amp;qid=1380889877&amp;sr=8-1&amp;keywords=getting+to+we\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"color: #008000;\"><em>Getting to We\u00a0: Negotiating Agreements for Highly Collaborative Relationships<\/em><\/span><\/a><\/strong><\/span> n\u2019est pas qu\u2019acad\u00e9mique, mais qu\u2019elle est d\u00e9j\u00e0 utilis\u00e9e, notamment aux fins de contrats d\u2019impartition, par de grandes entreprises parmi lesquelles l\u2019on retrouve Proctor &amp; Gamble, McDonald\u2019s et Microsoft.<\/p>\n<p style=\"text-align: justify;\">Si vous avez quelque question ou commentaire, je vous invite \u00e0 m\u2019en faire part \u00e0 l&#8217;adresse de courriel <span style=\"color: #008000;\"><strong><span style=\"text-decoration: underline;\">jhgagnon@jeanhgagnon.com<\/span><\/strong><\/span> ou par t\u00e9l\u00e9phone au <span style=\"color: #008000;\"><strong><span style=\"text-decoration: underline;\"><span class=\"baec5a81-e4d6-4674-97f3-e9220f0136c1\">514.931.2602\u00a0<\/span><\/span><\/strong><\/span>et il me fera plaisir de vous r\u00e9pondre rapidement.<\/p>\n<p style=\"text-align: justify;\">Jean<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Dans mon pr\u00e9c\u00e9dent billet (\u00ab\u00a0Getting to We\u00a0: N\u00e9gocier la relation avant le contrat!\u00a0\u00bb), j\u2019ai abord\u00e9 la toute nouvelle approche de mise en [&hellip;]<\/p>\n","protected":false},"author":15,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[20],"tags":[],"class_list":["post-7758","post","type-post","status-publish","format-standard","hentry","category-actualites-juridiques"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.1 (Yoast SEO v27.3) - 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