{
  "title": "Advanced negotiation: does a good mood improve the agreement?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-bonne-humeur-qualite-accord-en",
  "language": "en",
  "datePublished": "2025-05-11",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A pleasant atmosphere can make it easier to find solutions. It is neither evidence of cooperation nor a measure of agreement quality, however.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Zurich",
    "region": "Zurich",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Peter J."
    },
    {
      "heading": "A possible mechanism: flexible thinking",
      "point": "Alice M."
    },
    {
      "heading": "The premature conclusion",
      "point": "It would be tempting to conclude that making the exchange friendly is enough to secure a better agreement."
    },
    {
      "heading": "What these findings cannot prescribe",
      "point": "These findings come from experimental settings, not from an evaluation of actual negotiations in Zurich-based companies."
    },
    {
      "heading": "A practical check in Zurich",
      "point": "One possible application in SHR’s “[Advanced Negotiation](/formation-negociation-avancee-zurich)” programme would be to compare two conditions of the same simulated case: a neutral professional opening and a cordial opening, with identical information and time available."
    }
  ],
  "sources": [
    {
      "authors": "Isen",
      "year": "1986",
      "source": "Organizational Behavior and Human Decision Processes"
    },
    {
      "authors": "Nowicki",
      "year": "1987",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 454,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Zurich-negociation-avancee-bonne-humeur-qualite-accord-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-bonne-humeur-qualite-accord",
    "en": "https://www.shr.swiss/blog/negociation-avancee-bonne-humeur-qualite-accord-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-bonne-humeur-qualite-accord-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-bonne-humeur-qualite-accord-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-zurich",
    "city": "https://www.shr.swiss/formations-ville/zurich",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}