{
  "title": "Advanced negotiation: is a promised deadline a reliable forecast?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-promettre-un-delai-realiste-a-lausanne-en",
  "language": "en",
  "datePublished": "2025-04-19",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A deadline can make an offer attractive without making delivery likely. Research suggests separating the commercial commitment from the forecast that should support it.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Lausanne",
    "region": "Vaud",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Roger Buehler, Dale Griffin and Michael Ross (1994, Journal of Personality and Social Psychology) studied people's tendency to underestimate the time needed to complete their own tasks."
    },
    {
      "heading": "Confidence does not reveal where the error lies",
      "point": "Don A."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that a buffer should always be added to the requested deadline."
    },
    {
      "heading": "What the evidence cannot guarantee",
      "point": "These articles do not directly test negotiations between Lausanne businesses or schedules subject to regulatory approvals."
    },
    {
      "heading": "A practical check in Lausanne",
      "point": "For SHR's “[Advanced Negotiation](/formation-negociation-avancee-lausanne)” programme, an exercise applicable in Lausanne is to accompany each negotiated deadline with a record of scope, forecast date, conditions and observed durations for comparable projects."
    }
  ],
  "sources": [
    {
      "authors": "Ross",
      "year": "1994",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Healy",
      "year": "2008",
      "source": "Psychological Review"
    }
  ],
  "wordCount": 425,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Lausanne-negociation-avancee-promettre-un-delai-realiste-a-lausanne-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-promettre-un-delai-realiste-a-lausanne",
    "en": "https://www.shr.swiss/blog/negociation-avancee-promettre-un-delai-realiste-a-lausanne-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-promettre-un-delai-realiste-a-lausanne-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-promettre-un-delai-realiste-a-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."
}