{
  "title": "Advanced negotiation: can behaviour reveal a bluff?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-peut-on-reperer-un-bluff-au-comportement-en",
  "language": "en",
  "datePublished": "2025-06-02",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "An averted gaze or a hesitation can seem to reveal a bluff. Research suggests separating impressions of sincerity from the verification of claims.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Neuchâtel",
    "region": "Neuchâtel",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Charles F."
    },
    {
      "heading": "Why behavioural cues disappoint",
      "point": "Maria Hartwig and Charles F."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that all behaviour should be ignored and every claim believed until disproved."
    },
    {
      "heading": "What the evidence cannot promise",
      "point": "This research concerns judgements of truthfulness, rather than directly examining bluff detection in repeated industrial negotiations."
    },
    {
      "heading": "A practical check in Neuchâtel",
      "point": "As part of SHR's “[Advanced Negotiation](/formation-negociation-avancee-neuchatel)” programme, one possible application in Neuchâtel would be to keep a record of decisive constraints invoked when purchasing microtechnology, watchmaking or precision microelectronics components."
    }
  ],
  "sources": [
    {
      "authors": "DePaulo",
      "year": "2006",
      "source": "Personality and Social Psychology Review"
    }
  ],
  "wordCount": 413,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Neuchatel-negociation-avancee-peut-on-reperer-un-bluff-au-comportement-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-peut-on-reperer-un-bluff-au-comportement",
    "en": "https://www.shr.swiss/blog/negociation-avancee-peut-on-reperer-un-bluff-au-comportement-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-peut-on-reperer-un-bluff-au-comportement-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-peut-on-reperer-un-bluff-au-comportement-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-neuchatel",
    "city": "https://www.shr.swiss/formations-ville/neuchatel",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}