{
  "title": "Numerical Anchoring Influences Even Experts",
  "url": "https://www.shr.swiss/blog/negociation-et-ancrage-numerique-en",
  "language": "en",
  "datePublished": "2026-02-10",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Laboratory experiments, context effects.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Geneva",
    "region": "Genève",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The Research",
      "point": "Tversky & Kahneman (1974, Science) show that arbitrary numbers influence estimates, even among informed participants.."
    },
    {
      "heading": "The Limitation",
      "point": "Laboratory experiments, context effects.."
    },
    {
      "heading": "The Nuance",
      "point": "An initial value put on the table steers the entire discussion that follows."
    },
    {
      "heading": "A Practical Implication, Testable in Geneva",
      "point": "Prepare your own numerical anchor before any negotiation and decide who will introduce it first."
    }
  ],
  "sources": [
    {
      "authors": "Kahneman",
      "year": "1974",
      "source": "Science"
    }
  ],
  "wordCount": 93,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Geneva-negociation-et-ancrage-numerique-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-et-ancrage-numerique",
    "en": "https://www.shr.swiss/blog/negociation-et-ancrage-numerique-en",
    "de": "https://www.shr.swiss/blog/negociation-et-ancrage-numerique-de",
    "it": "https://www.shr.swiss/blog/negociation-et-ancrage-numerique-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."
}