{
  "title": "Cooperate or win: which motive leads to better deals?",
  "url": "https://www.shr.swiss/blog/motivation-sociale-et-accords-integratifs-en",
  "language": "en",
  "datePublished": "2025-11-18",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Mostly lab studies.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Fribourg",
    "region": "Fribourg",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The research",
      "point": "De Dreu, Weingart and Kwon (2000, JPSP) find prosocial motives yield more integrative deals, especially with high resistance to yielding.."
    },
    {
      "heading": "The limit",
      "point": "Mostly lab studies."
    },
    {
      "heading": "Practical check in Fribourg",
      "point": "Set a firm threshold, then actively seek mutually useful options."
    }
  ],
  "sources": [
    {
      "authors": "Weingart and Kwon",
      "year": "2000",
      "source": "JPSP"
    }
  ],
  "wordCount": 76,
  "image": "https://www.shr.swiss/img/blog-editorial-2025-11-18-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/motivation-sociale-et-accords-integratifs",
    "en": "https://www.shr.swiss/blog/motivation-sociale-et-accords-integratifs-en",
    "de": "https://www.shr.swiss/blog/motivation-sociale-et-accords-integratifs-de",
    "it": "https://www.shr.swiss/blog/motivation-sociale-et-accords-integratifs-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/fribourg",
    "city": "https://www.shr.swiss/formations-ville/fribourg",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}