{
  "title": "Advanced negotiation: does being heard matter without getting your way?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-etre-entendu-sans-obtenir-gain-de-cause-fribourg-en",
  "language": "en",
  "datePublished": "2024-09-19",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A concession alone does not make a negotiation fair. The opportunity to express a viewpoint also matters, without guaranteeing acceptance of the outcome.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Fribourg",
    "region": "Fribourg",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Robert Folger (1977, Journal of Personality and Social Psychology) experimentally examines how the opportunity to speak and an improvement in an allocation affect experienced inequity."
    },
    {
      "heading": "Being heard is not only about influencing the outcome",
      "point": "E."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that simply letting people speak will make them accept an unfavourable proposal."
    },
    {
      "heading": "What the evidence does not allow us to promise",
      "point": "These experimental findings do not directly validate an approach for repeated commercial negotiations, bilingual exchanges or negotiations involving complex contractual obligations."
    },
    {
      "heading": "A practical check in Fribourg",
      "point": "As part of SHR's “[Advanced Negotiation](/formation-negociation-avancee-fribourg)” programme, an exercise to test in Fribourg is to review a counterpart's objections before finalising a proposal, whether the counterpart is an agri-food supplier, a customer in bilingual industry or a partner in the university ecosystem."
    }
  ],
  "sources": [
    {
      "authors": "Folger",
      "year": "1977",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Earley",
      "year": "1990",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 421,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Fribourg-negociation-avancee-etre-entendu-sans-obtenir-gain-de-cause-fribourg-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-etre-entendu-sans-obtenir-gain-de-cause-fribourg",
    "en": "https://www.shr.swiss/blog/negociation-avancee-etre-entendu-sans-obtenir-gain-de-cause-fribourg-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-etre-entendu-sans-obtenir-gain-de-cause-fribourg-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-etre-entendu-sans-obtenir-gain-de-cause-fribourg-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-fribourg",
    "city": "https://www.shr.swiss/formations-ville/fribourg",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}