{
  "title": "Advanced negotiation: why do the same facts fail to bring positions closer?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-desaccord-previsions-biais-partisan-en",
  "language": "en",
  "datePublished": "2025-10-15",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Sharing more information does not always resolve a negotiation deadlock. The interests at stake can shape how the same facts are interpreted.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Leigh Thompson and George Loewenstein (1992, Organizational Behavior and Human Decision Processes) show, in experimental negotiations, that judgements of fairness can be shaped by self-interest."
    },
    {
      "heading": "When predictions become partisan",
      "point": "Linda Babcock and George Loewenstein (1997, Journal of Economic Perspectives) review research on the role of self-serving biases in bargaining impasses, drawing notably on simulated disputes."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that negotiators simply need to become more objective."
    },
    {
      "heading": "What the evidence cannot determine",
      "point": "A substantial part of the findings discussed comes from experimental settings or simulated disputes; it does not measure how frequently this mechanism occurs in businesses in Valais."
    },
    {
      "heading": "A practical check in Sion",
      "point": "Within SHR — Swiss Human Resources' « Négociation avancée » programme, an exercise applicable in Sion would use an anonymised purchasing or service case from hydropower, healthcare, viticulture or Alpine tourism."
    }
  ],
  "sources": [
    {
      "authors": "Loewenstein",
      "year": "1992",
      "source": "Organizational Behavior and Human Decision Processes"
    },
    {
      "authors": "Loewenstein",
      "year": "1997",
      "source": "Journal of Economic Perspectives"
    }
  ],
  "wordCount": 391,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Sion-negociation-avancee-desaccord-previsions-biais-partisan-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-desaccord-previsions-biais-partisan",
    "en": "https://www.shr.swiss/blog/negociation-avancee-desaccord-previsions-biais-partisan-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-desaccord-previsions-biais-partisan-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-desaccord-previsions-biais-partisan-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."
}