{
  "title": "Advanced negotiation: is telling the truth enough to avoid misleading?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-dire-vrai-peut-il-induire-en-erreur-en",
  "language": "en",
  "datePublished": "2025-11-11",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A statement can be accurate yet lead the other party to a false conclusion. In negotiation, this distinction calls for more than a reminder to be honest.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Todd Rogers, Richard Zeckhauser, Francesca Gino, Michael I."
    },
    {
      "heading": "The mechanism: judging the act rather than its effect",
      "point": "Mark Spranca, Elisa Minsk and Jonathan Baron (1991, Journal of Experimental Social Psychology) show, in moral judgement scenarios, that omissions can be judged less harshly than actions with comparable consequences."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that fair negotiation requires full disclosure."
    },
    {
      "heading": "What the evidence cannot settle",
      "point": "The available experiments provide neither a rate of deception in Valais businesses nor a legal rule applicable to their contracts."
    },
    {
      "heading": "A practical check in Sion",
      "point": "An exercise to propose in Sion within SHR’s “[Advanced Negotiation](/formation/negociation-avancee/sion)” programme is to have a colleague unfamiliar with the case review an anonymised offer before it is sent."
    }
  ],
  "sources": [
    {
      "authors": "Schweitzer",
      "year": "2017",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Baron",
      "year": "1991",
      "source": "Journal of Experimental Social Psychology"
    }
  ],
  "wordCount": 409,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Sion-negociation-avancee-dire-vrai-peut-il-induire-en-erreur-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-dire-vrai-peut-il-induire-en-erreur",
    "en": "https://www.shr.swiss/blog/negociation-avancee-dire-vrai-peut-il-induire-en-erreur-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-dire-vrai-peut-il-induire-en-erreur-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-dire-vrai-peut-il-induire-en-erreur-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."
}