{
  "title": "Négocier la valeur avant de la partager",
  "url": "https://www.shr.swiss/blog/nego-integrative-vs-distributive",
  "language": "fr",
  "datePublished": "2023-04-10",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Théorie fondatrice issue des relations du travail.",
  "section": "Recherche",
  "topic": "Négociation avancée",
  "place": {
    "name": "Bâle",
    "region": "Bâle-Ville",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "La recherche",
      "point": "Walton & McKersie (1965, A Behavioral Theory of Labor Negotiations) distinguent la négociation distributive et la négociation intégrative.."
    },
    {
      "heading": "La limite",
      "point": "Théorie fondatrice issue des relations du travail.."
    },
    {
      "heading": "La nuance",
      "point": "Les deux logiques coexistent dans toute négociation réelle."
    },
    {
      "heading": "Implication pratique, vérifiable à Bâle",
      "point": "Avant une négociation, lister trois variables échangeables au-delà du prix."
    }
  ],
  "sources": [
    {
      "authors": "McKersie",
      "year": "1965",
      "source": "A Behavioral Theory of Labor Negotiations"
    }
  ],
  "wordCount": 95,
  "image": "https://www.shr.swiss/img/blog-Formation-Negociation-Avancee-Bale-nego-integrative-vs-distributive-fr.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/nego-integrative-vs-distributive",
    "en": "https://www.shr.swiss/blog/nego-integrative-vs-distributive-en",
    "de": "https://www.shr.swiss/blog/nego-integrative-vs-distributive-de",
    "it": "https://www.shr.swiss/blog/nego-integrative-vs-distributive-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/bale",
    "city": "https://www.shr.swiss/formations-ville/bale",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}