{"id":1188,"date":"2026-10-01T15:18:47","date_gmt":"2026-10-01T13:18:47","guid":{"rendered":"https:\/\/www.prezman.fr\/blog\/?p=1188"},"modified":"2026-10-01T15:18:47","modified_gmt":"2026-10-01T13:18:47","slug":"9-leffet-cliquet-quand-chaque-oui-prepare-le-suivant","status":"publish","type":"post","link":"https:\/\/www.prezman.fr\/blog\/9-leffet-cliquet-quand-chaque-oui-prepare-le-suivant\/","title":{"rendered":"#9 L&rsquo;effet cliquet : quand chaque \u00ab\u00a0oui\u00a0\u00bb pr\u00e9pare le suivant"},"content":{"rendered":"\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<div class=\"cs-embed cs-embed-responsive\"><iframe loading=\"lazy\" title=\"Episode 9 - L&amp;apos;effet cliquet : quand chaque &quot;oui&quot; pr\u00e9pare le suivant\" width=\"1200\" height=\"675\" src=\"https:\/\/www.youtube.com\/embed\/gpz3epi_m2Q?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/div>\n<\/div><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Demandez 2 euros \u00e0 un passant pour prendre le bus. La plupart refusent.<br>Demandez-lui d&rsquo;abord l&rsquo;heure, puis les 2 euros. Les oui se multiplient.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La demande n&rsquo;a pas chang\u00e9. Le montant non plus. Seul l&rsquo;ordre a chang\u00e9.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">L&rsquo;exp\u00e9rience est rapport\u00e9e par Joule et Beauvois dans leur Petit trait\u00e9 de manipulation \u00e0 l&rsquo;usage des honn\u00eates gens. Et elle dit quelque chose d&rsquo;inconfortable sur nos pr\u00e9sentations : on travaille la force de nos arguments, rarement leur encha\u00eenement.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Or un auditoire ne juge jamais une id\u00e9e isol\u00e9e. Il la juge \u00e0 la lumi\u00e8re de celles qu&rsquo;il vient d&rsquo;accepter.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Dans ce nouvel \u00e9pisode de Convaincre, mode d&#8217;emploi, Henri de Berny, co-fondateur de Prezman, d\u00e9crypte l&rsquo;effet cliquet : le principe de validation successive irr\u00e9versible.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Pourquoi un premier oui, m\u00eame anodin, cr\u00e9e une dynamique d&rsquo;accord<\/li>\n\n\n\n<li>Pourquoi revenir sur ce qu&rsquo;il a valid\u00e9 co\u00fbte cher \u00e0 votre auditoire<\/li>\n\n\n\n<li>Comment d\u00e9couper un objectif final en objectifs interm\u00e9diaires qui s&rsquo;encha\u00eenent<\/li>\n\n\n\n<li>Pourquoi une validation impos\u00e9e fait l\u00e2cher le cliquet et toute la pr\u00e9sentation avec<\/li>\n\n\n\n<li>Pourquoi il faut acter chaque validation, \u00e0 l&rsquo;oral comme \u00e0 l&rsquo;\u00e9cran<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Une pr\u00e9sentation n&rsquo;est pas un empilement d&rsquo;id\u00e9es. C&rsquo;est une cha\u00eene o\u00f9 chaque maillon rend le suivant acceptable.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/www.prezman.fr\/blog\/category\/podcast-convaincre-mode-demploi\/\">D\u00e9couvrez tous les \u00e9pisodes du podcast<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00ab&nbsp;Convaincre, mode d\u2019emploi&nbsp;\u00bb est un podcast produit par&nbsp;<a href=\"https:\/\/www.prezman.fr\/\">Prezman, l\u2019agence PowerPoint<\/a>&nbsp;de r\u00e9f\u00e9rence en strat\u00e9gie et design de pr\u00e9sentation.<\/p>\n","protected":false},"excerpt":{"rendered":"Demandez 2 euros \u00e0 un passant pour prendre le bus. La plupart refusent.Demandez-lui d&rsquo;abord l&rsquo;heure, puis les 2&hellip;\n","protected":false},"author":3,"featured_media":1189,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[11],"tags":[],"class_list":["post-1188","post","type-post","status-publish","format-standard","has-post-thumbnail","category-podcast-convaincre-mode-demploi"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>#9 L&#039;effet cliquet : quand chaque &quot;oui&quot; pr\u00e9pare le suivant - Prezman Blog<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez le concept d&#039;effet cliquet, le principe de &quot;validations successives irr\u00e9versibles&quot;, o\u00f9 chaque &quot;oui&quot; obtenu pr\u00e9pare le suivant.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.prezman.fr\/blog\/9-leffet-cliquet-quand-chaque-oui-prepare-le-suivant\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"#9 L&#039;effet cliquet : quand chaque &quot;oui&quot; pr\u00e9pare le suivant - Prezman Blog\" \/>\n<meta property=\"og:description\" content=\"D\u00e9couvrez le concept d&#039;effet cliquet, le principe de &quot;validations successives irr\u00e9versibles&quot;, o\u00f9 chaque &quot;oui&quot; obtenu pr\u00e9pare le suivant.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.prezman.fr\/blog\/9-leffet-cliquet-quand-chaque-oui-prepare-le-suivant\/\" \/>\n<meta property=\"og:site_name\" content=\"Prezman Blog\" \/>\n<meta property=\"article:published_time\" content=\"2026-10-01T13:18:47+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.prezman.fr\/blog\/wp-content\/uploads\/2026\/10\/Sciences-cognitives-Effet-cliquet-pour-site.png\" \/>\n\t<meta property=\"og:image:width\" content=\"960\" \/>\n\t<meta property=\"og:image:height\" content=\"540\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Axel Kaletka\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Axel Kaletka\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.prezman.fr\\\/blog\\\/9-leffet-cliquet-quand-chaque-oui-prepare-le-suivant\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.prezman.fr\\\/blog\\\/9-leffet-cliquet-quand-chaque-oui-prepare-le-suivant\\\/\"},\"author\":{\"name\":\"Axel Kaletka\",\"@id\":\"https:\\\/\\\/www.prezman.fr\\\/blog\\\/#\\\/schema\\\/person\\\/24f131d8cc0c82a2fdc9dcdf444ce3a2\"},\"headline\":\"#9 L&rsquo;effet cliquet : quand chaque \u00ab\u00a0oui\u00a0\u00bb pr\u00e9pare le suivant\",\"datePublished\":\"2026-10-01T13:18:47+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.prezman.fr\\\/blog\\\/9-leffet-cliquet-quand-chaque-oui-prepare-le-suivant\\\/\"},\"wordCount\":257,\"publisher\":{\"@id\":\"https:\\\/\\\/www.prezman.fr\\\/blog\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.prezman.fr\\\/blog\\\/9-leffet-cliquet-quand-chaque-oui-prepare-le-suivant\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.prezman.fr\\\/blog\\\/wp-content\\\/uploads\\\/2026\\\/10\\\/Sciences-cognitives-Effet-cliquet-pour-site.png\",\"articleSection\":[\"Podcast - 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