{
  "title": "Concéder trop vite dévalue la concession",
  "url": "https://www.shr.swiss/blog/concessions-en-negociation-et-reciprocite",
  "language": "fr",
  "datePublished": "2026-01-14",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Analyse formelle, peu de tests de terrain.",
  "section": "Recherche",
  "topic": "Négociation avancée",
  "place": {
    "name": "Fribourg",
    "region": "Fribourg",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "La recherche",
      "point": "Raiffa (1982, The Art and Science of Negotiation) montre que la séquence des concessions influence la perception de leur valeur.."
    },
    {
      "heading": "La limite",
      "point": "Analyse formelle, peu de tests de terrain.."
    },
    {
      "heading": "La nuance",
      "point": "Une concession accordée sans contrepartie est lue comme de la marge disponible."
    },
    {
      "heading": "Implication pratique, vérifiable à Fribourg",
      "point": "Ne jamais accorder une concession sans la lier explicitement à une contrepartie, même symbolique."
    }
  ],
  "sources": [
    {
      "authors": "Raiffa",
      "year": "1982",
      "source": "The Art and Science of Negotiation"
    }
  ],
  "wordCount": 104,
  "image": "https://www.shr.swiss/img/blog-Formation-Negociation-Avancee-Fribourg-concessions-en-negociation-et-reciprocite-fr.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/concessions-en-negociation-et-reciprocite",
    "en": "https://www.shr.swiss/blog/concessions-en-negociation-et-reciprocite-en",
    "de": "https://www.shr.swiss/blog/concessions-en-negociation-et-reciprocite-de",
    "it": "https://www.shr.swiss/blog/concessions-en-negociation-et-reciprocite-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/fribourg",
    "city": "https://www.shr.swiss/formations-ville/fribourg",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}