{
  "title": "Advanced negotiation: what would make you revise your assessment?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-mettre-son-diagnostic-a-lepreuve-lausanne-en",
  "language": "en",
  "datePublished": "2024-11-02",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Negotiators can gather information without ever testing their interpretation. Research invites us to distinguish reassuring evidence from evidence that genuinely tests an assumption.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Lausanne",
    "region": "Vaud",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Peter Cathcart Wason (1960, Quarterly Journal of Experimental Psychology) studied how participants try to discover a rule using sequences of numbers."
    },
    {
      "heading": "Considering the opposite explanation",
      "point": "Charles G."
    },
    {
      "heading": "The hasty conclusion",
      "point": "One might conclude that negotiators should systematically challenge their own analysis or extend their enquiries before every concession."
    },
    {
      "heading": "What these findings do not demonstrate",
      "point": "These studies do not examine commercial negotiations in Lausanne and do not establish that this kind of preparation increases the value of agreements."
    },
    {
      "heading": "A practical check in Lausanne",
      "point": "Within SHR’s « [Advanced Negotiation](/formation-negociation-avancee-lausanne) » programme, an exercise applicable in Lausanne would examine an obstacle in a medtech partnership, a contract with a higher education institution, a relationship with an international sports organisation or an agreement involving a Lake Geneva region scale-up."
    }
  ],
  "sources": [
    {
      "authors": "Wason",
      "year": "1960",
      "source": "Quarterly Journal of Experimental Psychology"
    },
    {
      "authors": "Preston",
      "year": "1984",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 446,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Lausanne-negociation-avancee-mettre-son-diagnostic-a-lepreuve-lausanne-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-mettre-son-diagnostic-a-lepreuve-lausanne",
    "en": "https://www.shr.swiss/blog/negociation-avancee-mettre-son-diagnostic-a-lepreuve-lausanne-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-mettre-son-diagnostic-a-lepreuve-lausanne-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-mettre-son-diagnostic-a-lepreuve-lausanne-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-lausanne",
    "city": "https://www.shr.swiss/formations-ville/lausanne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}