{
  "title": "Advanced negotiation: does the time invested justify continuing?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-sion-le-temps-investi-justifie-t-il-de-poursuivre-en",
  "language": "en",
  "datePublished": "2024-12-09",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A negotiation that lasts is not necessarily a negotiation that is progressing. Research on sunk costs suggests separating the value of a future agreement from the need to justify past efforts.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Hal R."
    },
    {
      "heading": "When continuing also means justifying an earlier decision",
      "point": "Barry M."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that a lengthy negotiation should be stopped; these studies do not support that conclusion."
    },
    {
      "heading": "What the evidence cannot settle",
      "point": "These studies do not directly examine business negotiations conducted in Sion and provide no universal stopping threshold."
    },
    {
      "heading": "A practical check in Sion",
      "point": "Within SHR — Swiss Human Resources' “[Advanced Negotiation](/formation-negociation-avancee-sion)” programme, an exercise applicable in Sion would involve reviewing an ongoing negotiation in hydropower, healthcare, viticulture or alpine tourism."
    }
  ],
  "sources": [
    {
      "authors": "Blumer",
      "year": "1985",
      "source": "Organizational Behavior and Human Decision Processes"
    },
    {
      "authors": "Staw",
      "year": "1976",
      "source": "Organizational Behavior and Human Performance"
    }
  ],
  "wordCount": 415,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Sion-negociation-avancee-sion-le-temps-investi-justifie-t-il-de-poursuivre-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-sion-le-temps-investi-justifie-t-il-de-poursuivre",
    "en": "https://www.shr.swiss/blog/negociation-avancee-sion-le-temps-investi-justifie-t-il-de-poursuivre-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-sion-le-temps-investi-justifie-t-il-de-poursuivre-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-sion-le-temps-investi-justifie-t-il-de-poursuivre-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-negociation-avancee-sion",
    "city": "https://www.shr.swiss/formations-ville/sion",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}