{
  "title": "Commercial negotiation: trade priorities rather than discounts?",
  "url": "https://www.shr.swiss/blog/negociation-commerciale-echanger-des-priorites-plutot-que-des-remises-en",
  "language": "en",
  "datePublished": "2025-04-25",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A negotiation can reach agreement while leaving value unrealised. Research suggests examining each party’s priorities before focusing the discussion on concessions.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Lugano",
    "region": "Tessin",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Leigh Thompson and Dennis Hrebec (1996, Psychological Bulletin) examine lose–lose agreements: negotiated decisions can leave compatible interests unexploited."
    },
    {
      "heading": "The fixed-pie mechanism",
      "point": "Carsten K."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that simply adding dimensions to an offer will produce a win–win agreement."
    },
    {
      "heading": "What the evidence does not allow us to promise",
      "point": "These studies concern negotiation and draw largely on experimental settings; they do not demonstrate a direct effect on the margins of companies in Lugano."
    },
    {
      "heading": "A practical check in Lugano",
      "point": "Within SHR’s « Vente à forte valeur ajoutée » programme, one exercise is to record, before any request for a discount, a customer-confirmed priority and an acceptable reciprocal commitment for the supplier, using an Italian-language form when Italian is the working language."
    }
  ],
  "sources": [
    {
      "authors": "Hrebec",
      "year": "1996",
      "source": "Psychological Bulletin"
    },
    {
      "authors": "Steinel",
      "year": "2000",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 452,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Lugano-negociation-commerciale-echanger-des-priorites-plutot-que-des-remises-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-commerciale-echanger-des-priorites-plutot-que-des-remises",
    "en": "https://www.shr.swiss/blog/negociation-commerciale-echanger-des-priorites-plutot-que-des-remises-en",
    "de": "https://www.shr.swiss/blog/negociation-commerciale-echanger-des-priorites-plutot-que-des-remises-de",
    "it": "https://www.shr.swiss/blog/negociation-commerciale-echanger-des-priorites-plutot-que-des-remises-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-vente-forte-valeur-lugano",
    "city": "https://www.shr.swiss/formations-ville/lugano",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}