{
  "title": "Advanced negotiation: should you choose the most confident negotiator?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-confier-negociation-plus-sur-de-lui-vevey-en",
  "language": "en",
  "datePublished": "2025-01-21",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A negotiator's confidence is immediately apparent; the accuracy of their judgement is much less visible. Research suggests these qualities should not be confused.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Vevey",
    "region": "Vaud",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Don A."
    },
    {
      "heading": "Why self-assessment is not enough",
      "point": "Justin Kruger and David Dunning (1999, Journal of Personality and Social Psychology) found that, in humour, grammar and logical reasoning tasks, the lowest-performing participants substantially overestimated their performance and relative standing."
    },
    {
      "heading": "The premature conclusion",
      "point": "Concluding that managers should choose the most hesitant person would merely replace one shortcut with another."
    },
    {
      "heading": "What the evidence cannot decide",
      "point": "These studies do not directly compare purchasing or sales managers conducting real negotiations."
    },
    {
      "heading": "A practical check in Vevey",
      "point": "In Vevey, where global food businesses, corporate headquarters and Riviera SMEs interact, SHR's « Négociation avancée » programme can provide a setting for a calibration exercise, without presenting it as a selection test."
    }
  ],
  "sources": [
    {
      "authors": "Healy",
      "year": "2008",
      "source": "Psychological Review"
    },
    {
      "authors": "Dunning",
      "year": "1999",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 432,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Vevey-negociation-avancee-confier-negociation-plus-sur-de-lui-vevey-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-confier-negociation-plus-sur-de-lui-vevey",
    "en": "https://www.shr.swiss/blog/negociation-avancee-confier-negociation-plus-sur-de-lui-vevey-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-confier-negociation-plus-sur-de-lui-vevey-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-confier-negociation-plus-sur-de-lui-vevey-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-vevey",
    "city": "https://www.shr.swiss/formations-ville/vevey",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}