{
  "title": "Advanced negotiation: should you set a date for deciding?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-fixer-une-date-pour-decider-en",
  "language": "en",
  "datePublished": "2025-11-26",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A prolonged negotiation does not necessarily lack information. It may lack a process for choosing between options that are difficult to rank.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Basel",
    "region": "Bâle-Ville",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Amos Tversky and Eldar Shafir (1992, Psychological Science) show, in choice experiments, that conflict between options can encourage people to defer a decision."
    },
    {
      "heading": "Deadlines as a commitment device",
      "point": "Dan Ariely and Klaus Wertenbroch (2002, Psychological Science) show that deadlines can curb procrastination in tasks involving deliverables."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might infer that a deadline accelerates negotiation and improves its outcome."
    },
    {
      "heading": "What these findings cannot settle",
      "point": "These experiments do not reproduce the regulatory, scientific and contractual dependencies of a life sciences negotiation."
    },
    {
      "heading": "A practical check in Bâle",
      "point": "Within SHR’s « Négociation avancée » programme, one possible field exercise is to record a review date and the essential information still missing for each negotiation tracked in Basel."
    }
  ],
  "sources": [
    {
      "authors": "Shafir",
      "year": "1992",
      "source": "Psychological Science"
    },
    {
      "authors": "Wertenbroch",
      "year": "2002",
      "source": "Psychological Science"
    }
  ],
  "wordCount": 378,
  "image": "https://www.shr.swiss/img/blog-editorial-2025-11-26-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-fixer-une-date-pour-decider",
    "en": "https://www.shr.swiss/blog/negociation-avancee-fixer-une-date-pour-decider-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-fixer-une-date-pour-decider-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-fixer-une-date-pour-decider-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."
}