{
  "title": "Conflict management: how should a negotiator's success be assessed?",
  "url": "https://www.shr.swiss/blog/gestion-du-conflit-comment-evaluer-la-reussite-du-negociateur-en",
  "language": "en",
  "datePublished": "2025-02-13",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Securing a visible concession does not establish that a conflict was negotiated well. Research suggests distinguishing the material outcome, the parties' experience and the understanding of their interests.",
  "section": "Research",
  "topic": "Conflict Management",
  "place": {
    "name": "Zurich",
    "region": "Zurich",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Jared R."
    },
    {
      "heading": "An outcome also depends on what was understood",
      "point": "Leigh Thompson and Reid Hastie (1990, Organizational Behavior and Human Decision Processes) show, in experimental negotiations, that participants can misperceive their counterpart's interests, notably by assuming opposition that does not exist on every issue."
    },
    {
      "heading": "The hasty conclusion",
      "point": "It would be tempting to replace the financial indicator with a satisfaction score."
    },
    {
      "heading": "What the evidence cannot score",
      "point": "These studies do not provide a universal scoring system for assessing a manager in conflict with another department."
    },
    {
      "heading": "A practical check in Zurich",
      "point": "In financial services, insurance, tech and the European headquarters of international groups in Zurich, SHR's conflict management programme can provide a framework for a test: document the next interdepartmental disputes addressed through negotiation."
    }
  ],
  "sources": [
    {
      "authors": "Xu",
      "year": "2006",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Hastie",
      "year": "1990",
      "source": "Organizational Behavior and Human Decision Processes"
    }
  ],
  "wordCount": 440,
  "image": "https://www.shr.swiss/img/blog-Training-Conflict-Management-Zurich-gestion-du-conflit-comment-evaluer-la-reussite-du-negociateur-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/gestion-du-conflit-comment-evaluer-la-reussite-du-negociateur",
    "en": "https://www.shr.swiss/blog/gestion-du-conflit-comment-evaluer-la-reussite-du-negociateur-en",
    "de": "https://www.shr.swiss/blog/gestion-du-conflit-comment-evaluer-la-reussite-du-negociateur-de",
    "it": "https://www.shr.swiss/blog/gestion-du-conflit-comment-evaluer-la-reussite-du-negociateur-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-gestion-du-conflit-zurich",
    "city": "https://www.shr.swiss/formations-ville/zurich",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}