{
  "title": "Advanced negotiation: does rivalry make us pay too much?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-lugano-rivalite-surenchere-en",
  "language": "en",
  "datePublished": "2025-07-16",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Winning a contract or an acquisition does not prove that the decision was sound. Research distinguishes the risk of overvaluation from the desire to beat a competitor.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Lugano",
    "region": "Tessin",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Richard H."
    },
    {
      "heading": "When beating the other side becomes a goal",
      "point": "Gillian Ku, Deepak Malhotra and J."
    },
    {
      "heading": "The hasty conclusion",
      "point": "One might conclude that competitive situations should be avoided or that a spending limit should never be raised."
    },
    {
      "heading": "What the evidence does not allow us to generalise",
      "point": "An auction does not fully reproduce a negotiation involving warranties, deadlines and an ongoing business relationship."
    },
    {
      "heading": "A practical check in Lugano",
      "point": "Within SHR's “[Advanced Negotiation](/formation-negociation-avancee-lugano)” programme, an exercise applicable in Lugano is to record a spending limit and the information that would justify revising it before a purchasing negotiation, using an Italian-language form if that is the working language."
    }
  ],
  "sources": [
    {
      "authors": "Thaler",
      "year": "1988",
      "source": "Journal of Economic Perspectives"
    },
    {
      "authors": "Murnighan",
      "year": "2005",
      "source": "Organizational Behavior and Human Decision Processes"
    }
  ],
  "wordCount": 411,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Lugano-negociation-avancee-lugano-rivalite-surenchere-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-lugano-rivalite-surenchere",
    "en": "https://www.shr.swiss/blog/negociation-avancee-lugano-rivalite-surenchere-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-lugano-rivalite-surenchere-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-lugano-rivalite-surenchere-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-lugano",
    "city": "https://www.shr.swiss/formations-ville/lugano",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}