{
  "title": "Advanced negotiation: can we explain what we demand?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-savoir-expliquer-une-exigence-technique-en",
  "language": "en",
  "datePublished": "2025-02-11",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A technical requirement can seem beyond dispute even when its underlying mechanism is poorly understood. Research suggests distinguishing familiarity with a specification from the ability to explain why it is needed.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Neuchâtel",
    "region": "Neuchâtel",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Leonid Rozenblit and Frank Keil (2002, Cognitive Science) show that people often overestimate their understanding of how everyday devices work."
    },
    {
      "heading": "Explaining a mechanism is not the same as defending a position",
      "point": "Philip M."
    },
    {
      "heading": "The premature conclusion",
      "point": "It would be tempting to conclude that requesting an explanation necessarily makes the other party more accommodating."
    },
    {
      "heading": "What the evidence cannot settle",
      "point": "The everyday devices and political opinions studied do not replicate a negotiation between precision-industry specialists."
    },
    {
      "heading": "A practical check in Neuchâtel",
      "point": "As part of SHR’s “[Advanced Negotiation](/formation-negociation-avancee-neuchatel)” programme, an exercise applicable to Neuchâtel companies in microtechnology, watchmaking and precision microelectronics is to record every requirement designated non-negotiable before discussions begin."
    }
  ],
  "sources": [
    {
      "authors": "Keil",
      "year": "2002",
      "source": "Cognitive Science"
    },
    {
      "authors": "Sloman",
      "year": "2013",
      "source": "Psychological Science"
    }
  ],
  "wordCount": 409,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Neuchatel-negociation-avancee-savoir-expliquer-une-exigence-technique-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-savoir-expliquer-une-exigence-technique",
    "en": "https://www.shr.swiss/blog/negociation-avancee-savoir-expliquer-une-exigence-technique-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-savoir-expliquer-une-exigence-technique-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-savoir-expliquer-une-exigence-technique-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."
}