{
  "title": "Advanced negotiation: does holding a right change its value?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-detenir-un-droit-change-t-il-sa-valeur-en",
  "language": "en",
  "datePublished": "2025-06-24",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A right already held can seem more valuable than the same right available for purchase. Before defending its price, negotiators need to distinguish its economic value from the effect of ownership.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Basel",
    "region": "Bâle-Ville",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Daniel Kahneman, Jack L."
    },
    {
      "heading": "The mechanism: giving something up can mean losing",
      "point": "Daniel Kahneman, Jack L."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that a demanding seller necessarily overvalues what they hold."
    },
    {
      "heading": "What the evidence does not allow us to transfer",
      "point": "The experiments cited do not directly concern pharmaceutical licences, Rhine transport slots or access rights to international R&D results."
    },
    {
      "heading": "A practical check in Bâle",
      "point": "Within SHR’s “[Advanced Negotiation](/formation-negociation-avancee-bale)” programme, one possible application in Basel would be to select a precisely defined right in a pharmaceutical, life sciences, Rhine logistics or international R&D negotiation."
    }
  ],
  "sources": [
    {
      "authors": "Thaler",
      "year": "1990",
      "source": "Journal of Political Economy"
    },
    {
      "authors": "Thaler",
      "year": "1991",
      "source": "Journal of Economic Perspectives"
    }
  ],
  "wordCount": 418,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Basel-negociation-avancee-detenir-un-droit-change-t-il-sa-valeur-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-detenir-un-droit-change-t-il-sa-valeur",
    "en": "https://www.shr.swiss/blog/negociation-avancee-detenir-un-droit-change-t-il-sa-valeur-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-detenir-un-droit-change-t-il-sa-valeur-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-detenir-un-droit-change-t-il-sa-valeur-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-bale",
    "city": "https://www.shr.swiss/formations-ville/bale",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}