{
  "title": "Advanced negotiation: does hierarchical power remove the need to check?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-pouvoir-hierarchique-verification-en",
  "language": "en",
  "datePublished": "2025-09-03",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Power can make it easier to take action. It does not guarantee that the conditions of a commitment have been adequately examined.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Zurich",
    "region": "Zurich",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Dacher Keltner, Deborah H."
    },
    {
      "heading": "Taking action is not the same as making a good decision",
      "point": "Adam D."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that executives should be kept away from the negotiating table."
    },
    {
      "heading": "The limits of the evidence and routine approvals",
      "point": "A theoretical model and experiments on power are not enough to predict how an executive committee will behave when faced with a real contract."
    },
    {
      "heading": "A practical check in Zurich",
      "point": "For a Zurich team in financial services, insurance, tech or the European headquarters of an international group, the “[Advanced Negotiation](/formation/negociation-avancee/zurich)” programme can provide a framework for a test: explicitly distinguish the person authorising a commitment from the person checking its conditions."
    }
  ],
  "sources": [
    {
      "authors": "Anderson",
      "year": "2003",
      "source": "Psychological Review"
    },
    {
      "authors": "Magee",
      "year": "2003",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 411,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Zurich-negociation-avancee-pouvoir-hierarchique-verification-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-pouvoir-hierarchique-verification",
    "en": "https://www.shr.swiss/blog/negociation-avancee-pouvoir-hierarchique-verification-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-pouvoir-hierarchique-verification-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-pouvoir-hierarchique-verification-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/zurich",
    "city": "https://www.shr.swiss/formations-ville/zurich",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}