{
  "title": "Advanced negotiation: what does a commercial dashboard conceal?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-risques-ethiques-tableau-de-bord-vevey-en",
  "language": "en",
  "datePublished": "2025-03-28",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "An agreement can meet its commercial target without anyone examining the means used to achieve it. Research suggests separating the measurement of results from the assessment of conduct.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Vevey",
    "region": "Vaud",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Maurice E."
    },
    {
      "heading": "When ethics disappears from the frame",
      "point": "Ann E."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that commercial targets make negotiators dishonest."
    },
    {
      "heading": "What the data and dashboards do not tell us",
      "point": "An experimental performance-reporting task reproduces neither a long-term supplier relationship nor the overlapping responsibilities within an international group."
    },
    {
      "heading": "A practical check in Vevey",
      "point": "As part of SHR's “[Advanced Negotiation](/formation-negociation-avancee-vevey)” programme, a proposed exercise for a purchasing or sales team in Vevey would be to review every agreement concluded over one month using a checklist separate from the commercial results."
    }
  ],
  "sources": [
    {
      "authors": "Douma",
      "year": "2004",
      "source": "Academy of Management Journal"
    },
    {
      "authors": "Messick",
      "year": "2004",
      "source": "Social Justice Research"
    }
  ],
  "wordCount": 401,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Vevey-negociation-avancee-risques-ethiques-tableau-de-bord-vevey-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-risques-ethiques-tableau-de-bord-vevey",
    "en": "https://www.shr.swiss/blog/negociation-avancee-risques-ethiques-tableau-de-bord-vevey-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-risques-ethiques-tableau-de-bord-vevey-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-risques-ethiques-tableau-de-bord-vevey-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-vevey",
    "city": "https://www.shr.swiss/formations-ville/vevey",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}