Le marchandage, un art difficile mais indispensable !
Qu’est-ce que le marchandage?
Un peu de réflexion sur le principe du marchandage avant d’attaquer le vif du sujet.
Les occidentaux qui habitent en Afrique et en Asie se plaignent fréquemment de devoir négocier les prix. Nous sommes habitués aux magasins où les prix des produits sont affichés et ne peuvent être négociés. Il est même impossible, dans la plupart des magasins, de trouver le gérant qui est autorisé à changer le prix.
Au contraire, dans la plupart des pays en développement, les prix peuvent être négociés. Par exemple, en tant que touriste ou simplement car on est « blanc » en Afrique, on peut se retrouver à payer un objet pour trois fois son prix. La plupart des occidentaux pensent que le marchandage n’est pas « civilisé » et que c’est un gaspillage de temps.
Mais réfléchissons un peu : que ferait-on en France quand un prix est trop élevé et qu’on ne peut pas marchander ? On ira voir ailleurs et si le prix est toujours trop élevé, encore un autre magasin et etc. Cette recherche du prix plus bas risque donc de se traduire par un investissement considérable en temps et déplacement. En quoi cela en fait un système plus « civilisé » que le marchandage dans les marchés africains ?
L’expérience montre que quelques minutes de négociation permettent en général d’avoir un bon prix et si cela échoue il est toujours possible d’essayer un autre magasin. Dans la plupart des cas, je sortirais du magasin avec le produit payé au prix que j’aurais voulu tandis qu’en France, j’aurais passé la journée entière à parcourir les quatre coins de la ville à trouver le magasin ayant ce produit au tarif voulu sans garantie de succès. Le système africain est nettement plus efficace pour moi.
La raison probable pour laquelle les occidentaux préfèrent un système sans la négociation est que marchander requiert un certain talent. C’est nettement plus facile de parcourir les magasins que de négocier un prix. Courir les magasins prend plus de temps mais ne demande pas de talent, il suffit simplement de savoir où aller. Le marchandage, au contraire, demande une connaissance psychologique que les occidentaux ont perdu.
Depuis que j’ai l’occasion de marchander dans mes voyages, il m’arrive d’avoir cet état d’esprit en France et figurez-vous que ça marche dans certains cas !
Comment négocier ?
Maintenant que le décor est planté, quelles sont les meilleures tactiques de négociation ?
- La règle d’or est de prendre le marchandage comme un jeu, cela signifie qu’il ne faut pas être agressif et ne pas hésiter à sourire. Le but n’est pas d’induire un rapport de forces avec le vendeur.
- En tant que touriste, vous aurez souvent à faire face à des demandes excessives qui peuvent aller jusqu’à plusieurs fois le prix réel, il ne faut pas avoir peur de proposer un prix très bas. Cela montrera d’abord au vendeur que vous n’êtes pas un « pigeon » et l’incitera éventuellement à relancer une proposition nettement plus abordable.
- Inspirez-vous de la célèbre citation de la bataille de Fontenoy : « Messieurs les Anglais, tirez les premiers ! ». Il est important de proposer en premier un prix, cela donne un avantage psychologique.
- N’hésitez pas à marchander tout et rien, comme j’en parle auparavant, le marchandage est un mode de vie, un concept présent partout dans les pays en développement. Vous ne choquerez pas le vendeur en tentant de négocier, au contraire il y a même des chances que vous gagniez son respect.
- De plus, avoir cette attitude, sans non plus chercher à grappiller le moindre sou, est bénéfique pour tout le monde. En effet, d’une part vous y gagnerez et d’autre part cela incitera le vendeur à garder des prix raisonnables et donc permet de garder un rapport qualité/prix correct qui ne fausse pas la notion de « travail » et n’introduit pas de trop grands écarts entre les habitants locaux.
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Sympa l’article. Le marchandage c’est vraiment tout un art et c’est un vértable jeu, dans lequel le touriste perd souvent même si il à l’impression d’y gagner. Je m’explique: je suis Tunisien d’origine. Un produit en Tunisie qui me coûtera 1 euros, sera proposé à un Touriste entre 3 et 5 euros. Le Touriste va négocier et le payera entre 2 et 4 euros. Au final le touriste croit qu’il y à gagné quelque chose (le produit reste bien moins cher qu’en Occident) mais en faite c’est bien le vendeur le grand gagnant.
Je dis qu’il faut donc user des méthodes des locaux pour négocier.
Voici ce que je fais:
Je repère dans plusieurs boutiques le produit que je recherche et le prix le plus bas proposé. Disons que l’on me le propose à 10 euros. Je reviens dans la magasin avec 7 euros dans ma poche et le reste de mon argent dans mon portefeuille. Je commence à négocier le prix à 5 euros. Le vendeur va dire non. Petit à petit il va descendre. Je lui dit alors que je n’ai que 7 euros sur moi et je le lui montre. Je lui dit que je peux payer que 5 euros car j’ai besoin des 2 restant pour prendre le bus. Il va, très souvent baisser le prix encore un peu. Ne pas hésiter à lui dire: « Ok je fais un effort et je te donne les 7 euros qu’il me reste » si le produit en vaut la peine et que vous pensé que le prix est bon. Si jamais vous estimé que le prix que le vendeur vous propose est trop élevé et que le vendeur refuse de faire une meilleure offre, partez tout simplement. Dans 90% des cas le vendeur vous demandera de revenir et fera un dernier effort. Dans les 10% restant cela voudra dire que le vendeur pratiquait réellement le prix le plus bas possible.
Mais comme il est dit dans cet article faite le avec le sourire et le plus grand respect. Mais n’oubliez surtout pas que le prix est très souvent gonflé à la base donc le but du jeu est de le redescendre au tarif normal.
L’idéal est de faire ses achats avec des amis locaux qui connaissent la vraie valeur des choses….
Exactement !
Je pratique ta méthode de temps en temps et ça donne de bons résultats. Il faut pas hésiter à discuter et à sortir des arguments du genre « j’ai plus d’argent ou j’en ai besoin pour blabla », le vendeur ne sera pas forcément dupe mais ça lui montrera que vous n’allez pas vous laisser tondre.
Concernant le fait de partir, ça donne aussi de très bons résultats, je me rappelle, une fois à addis abeba au mercato après avoir quitté le vendeur, il m’a relancé 3 fois en divisant son prix par 2 à la fin alors que j’avais déja commencé à préparer le terrain !
Pour les locaux, une autre méthode peut être de repérer un objet et de le faire acheter par l’ami local sans être présent soit même, ça fait diviser les prix par 10 !
Effectivement c’est tout un art!
J’ai une amie qui tient un magasin de fringues à Bangkok! Il faut savoir que les prix sont toujours gonflé!
En gros, elle rajoute entre 50 et 100 baths de plus au prix auquel elle souhaite le vendre! Ce qui lui permet de faire une réduction de 50 à 100 bahts sans perdre sa marge!
Et c’est ce qui est pratiqué dans l’ensemble des magasins! N’hésitez pas non plus à convertir en Euros! Certaines on vous vend du faux au prix du vrai…
C’est clair ! Et suivant l’endroit dans lequel on est les prix peuvent tripler s’il y a beaucoup de touristes dans les parages alors que ça sera les mêmes produits ! En même temps comment leur donner tort qd on voit que trop peu de touristes essayent de vraiment négocier ?
C’est vrai que le marchandage est une pratique délicate à laquelle nous occidentaux ne sommes pas habitués. Lors de mon dernier voyage au Maroc, je préférais laisser ça à mon homme qui s’en amusait, que le faire moi-même, qui en avait rapidement raz-le-bol ! Moi, ce qui me gêne dès le départ c’est qu’avec des prix non affichés, cette pratique induit inévitablement que les prix sont « à la tête » du client, ce qui me met d’emblée dans un très mauvais état d’esprit !
Le marchandage est un état d’esprit qui n’est pas du tout répandu en Europe, en général on aime ou on n’aime pas, les avis sont tranchés. Ca se voit d’ailleurs dans le cas de ton couple !
Je suis un peu d’accord avec toi sur le fait que des fois ils tirent un peu trop sur la corde et du coup ça blase !
Super article, néanmoins je ne suis pas d’accord avec le fait qu’il faille proposer un prix en premier. Enfin tout dépend si on a une idée des tarifs pratiqués pour l’objet convoité.
Mais de manière général, en faisant la première offre, on pourrait donner un prix supérieur à celui que le vendeur s’attend.
Après tout dépend ce que tu achètes…
En donnant en premier ton prix, tu peux certes donner un prix supérieur mais je pars du principe que le vendeur te demandera un prix encore plus supérieur si tu le laisses faire donc à terme tu es gagnant !
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