{
  "title": "Advanced negotiation: does the time already invested justify continuing?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-savoir-arreter-sans-ceder-aux-couts-passes-en",
  "language": "en",
  "datePublished": "2026-02-28",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A lengthy negotiation is not necessarily one that should be brought to agreement. Research on sunk costs helps distinguish persistence from escalating commitment.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Geneva",
    "region": "Genève",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Hal R."
    },
    {
      "heading": "When defending the deal means defending a decision",
      "point": "Barry M."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might infer that a stalled negotiation should be terminated; these studies do not support that conclusion."
    },
    {
      "heading": "What these findings cannot settle",
      "point": "These studies concern investment decisions and decisions to continue an activity, not professional negotiations in Geneva's business sectors."
    },
    {
      "heading": "A practical check in Genève",
      "point": "Within SHR's “[Advanced Negotiation](/formation/negociation-avancee/geneve)” programme, an exercise applicable in Geneva is to introduce, before every substantial new concession, a decision sheet separating sunk expenditures, expected future benefits, additional costs and the consequences of walking away."
    }
  ],
  "sources": [
    {
      "authors": "Blumer",
      "year": "1985",
      "source": "Organizational Behavior and Human Decision Processes"
    },
    {
      "authors": "Staw",
      "year": "1976",
      "source": "Organizational Behavior and Human Performance"
    }
  ],
  "wordCount": 419,
  "image": "https://www.shr.swiss/img/blog-editorial-2026-02-28-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-savoir-arreter-sans-ceder-aux-couts-passes",
    "en": "https://www.shr.swiss/blog/negociation-avancee-savoir-arreter-sans-ceder-aux-couts-passes-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-savoir-arreter-sans-ceder-aux-couts-passes-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-savoir-arreter-sans-ceder-aux-couts-passes-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/geneve",
    "city": "https://www.shr.swiss/formations-ville/geneve",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}