{
  "title": "Advanced Negotiation: How Can Learning Transfer to Practice?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-transferer-apprentissages-terrain-en",
  "language": "en",
  "datePublished": "2026-01-07",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Understanding a negotiation case does not guarantee that someone will recognise the same difficulty when dealing with a supplier. Research suggests that how situations are compared matters for transfer.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Neuchâtel",
    "region": "Neuchâtel",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Jeffrey Loewenstein, Leigh Thompson and Dedre Gentner (1999, Psychonomic Bulletin & Review) show that explicitly comparing negotiation cases can facilitate the transfer of a principle to a new negotiation."
    },
    {
      "heading": "The mechanism: separating structure from setting",
      "point": "Dedre Gentner, Jeffrey Loewenstein and Leigh Thompson (2003, Journal of Educational Psychology) further examine this mechanism of analogical encoding: comparing situations helps learners extract a reusable relational schema."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that a training course simply needs more case studies."
    },
    {
      "heading": "What the evidence does not guarantee",
      "point": "These experimental findings do not demonstrate that participants will consistently apply the principle in their professional negotiations over time."
    },
    {
      "heading": "A practical check in Neuchâtel",
      "point": "For a practical application of SHR's “[Advanced Negotiation](/formation/negociation-avancee/neuchatel)” programme in Neuchâtel, participants could compare a watchmaking component qualification case with a precision microelectronics component delivery case, then spell out their shared constraints and differences."
    }
  ],
  "sources": [
    {
      "authors": "Gentner",
      "year": "1999",
      "source": "Psychonomic Bulletin & Review"
    },
    {
      "authors": "Thompson",
      "year": "2003",
      "source": "Journal of Educational Psychology"
    }
  ],
  "wordCount": 410,
  "image": "https://www.shr.swiss/img/blog-editorial-2026-01-07-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-transferer-apprentissages-terrain",
    "en": "https://www.shr.swiss/blog/negociation-avancee-transferer-apprentissages-terrain-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-transferer-apprentissages-terrain-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-transferer-apprentissages-terrain-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."
}