{
  "title": "Does the fixed-pie bias cost us value?",
  "url": "https://www.shr.swiss/blog/le-biais-du-gateau-fixe-en",
  "language": "en",
  "datePublished": "2026-01-22",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Simulated negotiations.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Bern",
    "region": "Berne",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The research",
      "point": "Leigh Thompson and Reid Hastie (1990, OBHDP) show most negotiators wrongly assume opposed interests.."
    },
    {
      "heading": "The limit",
      "point": "Simulated negotiations."
    },
    {
      "heading": "Practical check in Bern",
      "point": "List secondary issues and ask which matters most to the other side."
    }
  ],
  "sources": [
    {
      "authors": "Hastie",
      "year": "1990",
      "source": "OBHDP"
    }
  ],
  "wordCount": 69,
  "image": "https://www.shr.swiss/img/blog-editorial-2026-01-22-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/le-biais-du-gateau-fixe",
    "en": "https://www.shr.swiss/blog/le-biais-du-gateau-fixe-en",
    "de": "https://www.shr.swiss/blog/le-biais-du-gateau-fixe-de",
    "it": "https://www.shr.swiss/blog/le-biais-du-gateau-fixe-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/berne",
    "city": "https://www.shr.swiss/formations-ville/berne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}