{
  "title": "Presentare in guadagni o perdite cambia l'accordo?",
  "url": "https://www.shr.swiss/blog/gain-ou-perte-le-cadrage-en-negociation-it",
  "language": "it",
  "datePublished": "2025-11-15",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Negoziazioni simulate.",
  "section": "Ricerca",
  "topic": "Negoziazione avanzata",
  "place": {
    "name": "Berna",
    "region": "Berne",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "La ricerca",
      "point": "Neale e Bazerman (1985, Academy of Management Journal): il frame di guadagno porta a più accordi.."
    },
    {
      "heading": "Il limite",
      "point": "Negoziazioni simulate."
    },
    {
      "heading": "Verifica pratica a Berna",
      "point": "Riformulare le proposte in ciò che l'altra parte guadagna."
    }
  ],
  "sources": [
    {
      "authors": "Neale e Bazerman",
      "year": "1985",
      "source": "Academy of Management Journal"
    }
  ],
  "wordCount": 75,
  "image": "https://www.shr.swiss/img/blog-editorial-2025-11-15-it.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/gain-ou-perte-le-cadrage-en-negociation",
    "en": "https://www.shr.swiss/blog/gain-ou-perte-le-cadrage-en-negociation-en",
    "de": "https://www.shr.swiss/blog/gain-ou-perte-le-cadrage-en-negociation-de",
    "it": "https://www.shr.swiss/blog/gain-ou-perte-le-cadrage-en-negociation-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/berne",
    "city": "https://www.shr.swiss/formations-ville/berne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}