{
  "title": "IA on the job: negotiating without adopting the other side’s frame?",
  "url": "https://www.shr.swiss/blog/ia-on-the-job-negocier-sans-adopter-le-cadre-adverse-en",
  "language": "en",
  "datePublished": "2026-01-23",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Preparing a counteroffer with AI is not just a matter of finding the right words. It also requires examining the reference points that structure the negotiation.",
  "section": "Research",
  "topic": "AI on the Job",
  "place": {
    "name": "Lugano",
    "region": "Tessin",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Adam D."
    },
    {
      "heading": "The frame matters as much as the wording",
      "point": "Amos Tversky and Daniel Kahneman (1981, Science) show that different formulations of equivalent decision problems can change expressed preferences."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that asking AI for a more ambitious counteroffer is sufficient."
    },
    {
      "heading": "What the evidence does not establish",
      "point": "These studies do not demonstrate that a generative assistant strengthens anchoring or helps users escape it."
    },
    {
      "heading": "A practical check in Lugano",
      "point": "In an “IA on the job” workshop in Lugano, an Italian-speaking team from a bank, a fashion business, a trading company or a family SME can work on a fictional supplier request written in Italian."
    }
  ],
  "sources": [
    {
      "authors": "Mussweiler",
      "year": "2001",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Kahneman",
      "year": "1981",
      "source": "Science"
    }
  ],
  "wordCount": 454,
  "image": "https://www.shr.swiss/img/blog-editorial-2026-01-23-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/ia-on-the-job-negocier-sans-adopter-le-cadre-adverse",
    "en": "https://www.shr.swiss/blog/ia-on-the-job-negocier-sans-adopter-le-cadre-adverse-en",
    "de": "https://www.shr.swiss/blog/ia-on-the-job-negocier-sans-adopter-le-cadre-adverse-de",
    "it": "https://www.shr.swiss/blog/ia-on-the-job-negocier-sans-adopter-le-cadre-adverse-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/ia-on-the-job/lugano",
    "city": "https://www.shr.swiss/formations-ville/lugano",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}