{
  "title": "Advanced negotiation: does threatening a penalty strengthen commitment?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-menacer-penalite-renforce-engagement-berne-en",
  "language": "en",
  "datePublished": "2024-11-20",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A penalty is intended to make non-compliance less attractive. It can also change the meaning of a commitment and weaken the cooperation being sought.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Bern",
    "region": "Berne",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Uri Gneezy and Aldo Rustichini (2000, The Journal of Legal Studies) studied the introduction of a fine for parents collecting their children late from day-care centres."
    },
    {
      "heading": "A sanction also changes the message",
      "point": "Ernst Fehr and Bettina Rockenbach (2003, Nature) experimentally studied cooperation in a trust game that included the option of imposing a sanction."
    },
    {
      "heading": "The hasty conclusion",
      "point": "One might conclude that penalties should be removed from agreements, but these studies do not justify that rule."
    },
    {
      "heading": "The limits of the evidence and current practice",
      "point": "A day-care field experiment and a trust game reproduce neither public procurement constraints nor those of an industrial contract."
    },
    {
      "heading": "A practical check in Berne",
      "point": "Within SHR’s ‘[Advanced Negotiation](/formation-negociation-avancee-berne)’ programme, an exercise could compare two versions of the same clause: a penalty alone, and that penalty accompanied by its rationale and a mutual early-warning procedure."
    }
  ],
  "sources": [
    {
      "authors": "Rustichini",
      "year": "2000",
      "source": "The Journal of Legal Studies"
    },
    {
      "authors": "Rockenbach",
      "year": "2003",
      "source": "Nature"
    }
  ],
  "wordCount": 430,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Bern-negociation-avancee-menacer-penalite-renforce-engagement-berne-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-menacer-penalite-renforce-engagement-berne",
    "en": "https://www.shr.swiss/blog/negociation-avancee-menacer-penalite-renforce-engagement-berne-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-menacer-penalite-renforce-engagement-berne-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-menacer-penalite-renforce-engagement-berne-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-berne",
    "city": "https://www.shr.swiss/formations-ville/berne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}