{
  "title": "Advanced negotiation: does a profitable agreement necessarily seem fair?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-comparaison-equite-accord-lugano-en",
  "language": "en",
  "datePublished": "2026-01-28",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "An agreement can meet economic requirements and still be difficult to secure. Research encourages us to examine the comparisons underlying fairness judgments without mistaking them for objective criteria.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Lugano",
    "region": "Tessin",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "George Loewenstein, Leigh Thompson and Max Bazerman (1989, Journal of Personality and Social Psychology) show, using experimental situations, that evaluations of interpersonal outcomes depend on more than what individuals receive themselves."
    },
    {
      "heading": "The mechanism: different readings of the same outcome",
      "point": "In her review, Leigh Thompson (1990, Psychological Bulletin) distinguishes between the economic and social-psychological dimensions of negotiation and examines the role of negotiators’ perceptions."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that gains must be equalised to facilitate any agreement."
    },
    {
      "heading": "What the evidence cannot settle",
      "point": "Experimental situations reproduce neither banking confidentiality, nor commercial dependencies, nor the history of a family business."
    },
    {
      "heading": "A practical check in Lugano",
      "point": "Within SHR’s “[Advanced Negotiation](/formation/negociation-avancee/lugano)” programme, one application to test in Lugano is an anonymised log of fairness objections in authorised cases from banking, fashion, trading or Italian-speaking family SMEs."
    }
  ],
  "sources": [
    {
      "authors": "Bazerman",
      "year": "1989",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Thompson",
      "year": "1990",
      "source": "Psychological Bulletin"
    }
  ],
  "wordCount": 398,
  "image": "https://www.shr.swiss/img/blog-editorial-2026-01-28-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-comparaison-equite-accord-lugano",
    "en": "https://www.shr.swiss/blog/negociation-avancee-comparaison-equite-accord-lugano-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-comparaison-equite-accord-lugano-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-comparaison-equite-accord-lugano-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/lugano",
    "city": "https://www.shr.swiss/formations-ville/lugano",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}