{
  "title": "La force de l'alternative",
  "url": "https://www.shr.swiss/blog/batna-force-de-sortie",
  "language": "fr",
  "datePublished": "2023-04-11",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Ouvrage de méthode, peu d'évaluations contrôlées.",
  "section": "Recherche",
  "topic": "Négociation avancée",
  "place": {
    "name": "Lugano",
    "region": "Tessin",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "La recherche",
      "point": "Fisher, Ury & Patton (1981, Getting to Yes) placent la meilleure alternative au centre du pouvoir de négociation.."
    },
    {
      "heading": "La limite",
      "point": "Ouvrage de méthode, peu d'évaluations contrôlées.."
    },
    {
      "heading": "La nuance",
      "point": "Travailler son alternative avant la discussion change le rapport de force."
    },
    {
      "heading": "Implication pratique, vérifiable à Lugano",
      "point": "Écrire son plan B concret avant chaque rendez-vous important."
    }
  ],
  "sources": [
    {
      "authors": "Patton",
      "year": "1981",
      "source": "Getting to Yes"
    }
  ],
  "wordCount": 93,
  "image": "https://www.shr.swiss/img/blog-Formation-Negociation-Avancee-Lugano-batna-force-de-sortie-fr.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/batna-force-de-sortie",
    "en": "https://www.shr.swiss/blog/batna-force-de-sortie-en",
    "de": "https://www.shr.swiss/blog/batna-force-de-sortie-de",
    "it": "https://www.shr.swiss/blog/batna-force-de-sortie-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/lugano",
    "city": "https://www.shr.swiss/formations-ville/lugano",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}