{
  "title": "The 'fixed-pie' myth in negotiation",
  "url": "https://www.shr.swiss/blog/le-mythe-du-gateau-fixe-en-negociation-en",
  "language": "en",
  "datePublished": "2026-08-16",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Most negotiators wrongly assume their interests are fully opposed to the other side's. Research has measured the cost.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Geneva",
    "region": "Genève",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The measured bias",
      "point": "Leigh Thompson and Reid Hastie (1990, Organizational Behavior and Human Decision Processes) show most participants see the other side's interests as directly opposed, even when mutual gains exist.."
    },
    {
      "heading": "The interest-based approach",
      "point": "Roger Fisher and William Ury (1981, Getting to Yes, Houghton Mifflin) separate positions from interests."
    },
    {
      "heading": "The nuance",
      "point": "Not every negotiation is integrative: on a single issue (price), opposition is real."
    },
    {
      "heading": "The limit of common practice",
      "point": "Preparing only a target price and walk-away point, with no hypotheses about the other side's priorities.."
    },
    {
      "heading": "A practical check in Geneva",
      "point": "Before the next negotiation, list at least three negotiable issues and guess their importance for the other side; test by asking."
    }
  ],
  "sources": [
    {
      "authors": "Hastie",
      "year": "1990",
      "source": "Organizational Behavior and Human Decision Processes"
    },
    {
      "authors": "Ury",
      "year": "1981",
      "source": "Getting to Yes, Houghton Mifflin"
    }
  ],
  "wordCount": 154,
  "image": "https://www.shr.swiss/img/blog-editorial-2026-08-16-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/le-mythe-du-gateau-fixe-en-negociation",
    "en": "https://www.shr.swiss/blog/le-mythe-du-gateau-fixe-en-negociation-en",
    "de": "https://www.shr.swiss/blog/le-mythe-du-gateau-fixe-en-negociation-de",
    "it": "https://www.shr.swiss/blog/le-mythe-du-gateau-fixe-en-negociation-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/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."
}