{
  "title": "Project management: does the supplier's first offer set the terms of negotiation?",
  "url": "https://www.shr.swiss/blog/gestion-de-projet-premiere-offre-negociation-fournisseur-en",
  "language": "en",
  "datePublished": "2024-07-19",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A quotation does more than state a price: it can establish the reference point around which negotiations revolve. Research suggests preparing that reference point before receiving the offer.",
  "section": "Research",
  "topic": "Project Management",
  "place": {
    "name": "Vevey",
    "region": "Vaud",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Amos Tversky and Daniel Kahneman (1974, Science) describe anchoring: an initial value can influence a numerical judgement even when it provides no relevant information about the quantity being estimated."
    },
    {
      "heading": "What negotiation adds to the mechanism",
      "point": "Adam Galinsky and Thomas Mussweiler (2001, Journal of Personality and Social Psychology) show, in experimental negotiations, that first offers can anchor outcomes and benefit the party making them."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that buyers should always name their price before the supplier does."
    },
    {
      "heading": "What the evidence cannot guarantee",
      "point": "The experiments cited do not reproduce the full complexity of project procurement: quality requirements, dependence on a provider, an ongoing relationship and changes in scope."
    },
    {
      "heading": "A practical check in Vevey",
      "point": "In Vevey, amid global food businesses, group headquarters and Riviera SMEs, an exercise in SHR's [Project Management](/formation-gestion-de-projet-vevey) programme could focus on purchasing an external service on a comparable scope basis."
    }
  ],
  "sources": [
    {
      "authors": "Kahneman",
      "year": "1974",
      "source": "Science"
    },
    {
      "authors": "Mussweiler",
      "year": "2001",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 425,
  "image": "https://www.shr.swiss/img/blog-Training-Project-Management-Vevey-gestion-de-projet-premiere-offre-negociation-fournisseur-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/gestion-de-projet-premiere-offre-negociation-fournisseur",
    "en": "https://www.shr.swiss/blog/gestion-de-projet-premiere-offre-negociation-fournisseur-en",
    "de": "https://www.shr.swiss/blog/gestion-de-projet-premiere-offre-negociation-fournisseur-de",
    "it": "https://www.shr.swiss/blog/gestion-de-projet-premiere-offre-negociation-fournisseur-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-gestion-de-projet-vevey",
    "city": "https://www.shr.swiss/formations-ville/vevey",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}