{
  "title": "Advanced negotiation: is disclosing a conflict of interest enough?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-declarer-un-conflit-interets-suffit-il-en",
  "language": "en",
  "datePublished": "2025-09-23",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "An intermediary announces that they will be paid if the deal goes through. This transparency is useful, but it may not be enough to safeguard the decision.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Daylian M."
    },
    {
      "heading": "The pressure that accompanies transparency",
      "point": "Sunita Sah, George Loewenstein and Daylian M."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that interests are better left undisclosed; these studies do not support that conclusion."
    },
    {
      "heading": "The limits of the evidence and of current practice",
      "point": "These experiments concern advisory situations, not the full range of commercial or institutional negotiations."
    },
    {
      "heading": "A practical check in Sion",
      "point": "Within SHR’s “[Advanced Negotiation](/formation/negociation-avancee/sion)” programme, an exercise in Sion could examine a paid recommendation concerning hydropower equipment, healthcare procurement, wine distribution or an Alpine tourism service."
    }
  ],
  "sources": [
    {
      "authors": "Moore",
      "year": "2005",
      "source": "The Journal of Legal Studies"
    },
    {
      "authors": "Cain",
      "year": "2013",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 362,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Sion-negociation-avancee-declarer-un-conflit-interets-suffit-il-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-declarer-un-conflit-interets-suffit-il",
    "en": "https://www.shr.swiss/blog/negociation-avancee-declarer-un-conflit-interets-suffit-il-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-declarer-un-conflit-interets-suffit-il-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-declarer-un-conflit-interets-suffit-il-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/sion",
    "city": "https://www.shr.swiss/formations-ville/sion",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}