{
  "title": "La rabbia è un'arma nella negoziazione?",
  "url": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation-it",
  "language": "it",
  "datePublished": "2026-01-26",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Messaggi simulati al computer.",
  "section": "Ricerca",
  "topic": "Negoziazione avanzata",
  "place": {
    "name": "Neuchâtel",
    "region": "Neuchâtel",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "La ricerca",
      "point": "Van Kleef, De Dreu e Manstead (2004, JPSP): si concede di più a chi è arrabbiato.."
    },
    {
      "heading": "Il limite",
      "point": "Messaggi simulati al computer."
    },
    {
      "heading": "Verifica pratica a Neuchâtel",
      "point": "Confrontare le concessioni fatte sotto pressione con il piano."
    }
  ],
  "sources": [
    {
      "authors": "Dreu e Manstead",
      "year": "2004",
      "source": "JPSP"
    }
  ],
  "wordCount": 76,
  "image": "https://www.shr.swiss/img/blog-editorial-2026-01-26-it.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation",
    "en": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation-en",
    "de": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation-de",
    "it": "https://www.shr.swiss/blog/la-colere-est-elle-une-arme-en-negociation-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/neuchatel",
    "city": "https://www.shr.swiss/formations-ville/neuchatel",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}