{
  "title": "Negotiating with AI: who sets the first number?",
  "url": "https://www.shr.swiss/blog/ia-negociation-premier-chiffre-ancrage-geneve-en",
  "language": "en",
  "datePublished": "2025-07-02",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Asking AI for a target price seems to make negotiation preparation easier. That number may also shape judgement before the manager has defined their own criteria.",
  "section": "Research",
  "topic": "Managing in the Age of Artificial Intelligence",
  "place": {
    "name": "Geneva",
    "region": "Genève",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Amos Tversky and Daniel Kahneman (1974, Science) described anchoring: when an estimate starts from an initial value, subsequent adjustment may remain insufficient."
    },
    {
      "heading": "The first number in a negotiation",
      "point": "Adam D."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that managers should always produce their own number before consulting AI."
    },
    {
      "heading": "What the evidence cannot settle",
      "point": "These studies measure neither the effects of a generative assistant nor negotiation outcomes in the sectors mentioned in Genève."
    },
    {
      "heading": "A practical check in Genève",
      "point": "As part of SHR’s « Manager à l’ère de l’intelligence artificielle » programme, an exercise could randomly assign participants to two ways of preparing for the same fictional negotiation, without confidential data."
    }
  ],
  "sources": [
    {
      "authors": "Kahneman",
      "year": "1974",
      "source": "Science"
    },
    {
      "authors": "Mussweiler",
      "year": "2001",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 453,
  "image": "https://www.shr.swiss/img/blog-Training-Managing-In-The-Age-Of-Artificial-Intelligence-Geneva-ia-negociation-premier-chiffre-ancrage-geneve-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/ia-negociation-premier-chiffre-ancrage-geneve",
    "en": "https://www.shr.swiss/blog/ia-negociation-premier-chiffre-ancrage-geneve-en",
    "de": "https://www.shr.swiss/blog/ia-negociation-premier-chiffre-ancrage-geneve-de",
    "it": "https://www.shr.swiss/blog/ia-negociation-premier-chiffre-ancrage-geneve-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-manager-ere-ia-geneve",
    "city": "https://www.shr.swiss/formations-ville/geneve",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}