{
  "title": "Bargaining for Show Erodes Trust",
  "url": "https://www.shr.swiss/blog/negociation-et-marchandage-etalage-en",
  "language": "en",
  "datePublished": "2026-02-17",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Research on persuasion; its application to business negotiation remains open to discussion.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Neuchâtel",
    "region": "Neuchâtel",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The Research",
      "point": "Cialdini (2009, Influence) describes the door-in-the-face technique: an exaggerated request followed by a calculated concession.."
    },
    {
      "heading": "The Limitation",
      "point": "Research on persuasion; its application to business negotiation remains open to discussion.."
    },
    {
      "heading": "The Nuance",
      "point": "An absurd initial request can secure a concession — and ruin the relationship going forward."
    },
    {
      "heading": "Practical Implication, Testable in Neuchâtel",
      "point": "Make requests that can be defended with facts, and be able to explain each one publicly."
    }
  ],
  "sources": [
    {
      "authors": "Cialdini",
      "year": "2009",
      "source": "Influence"
    }
  ],
  "wordCount": 104,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Neuchatel-negociation-et-marchandage-etalage-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-et-marchandage-etalage",
    "en": "https://www.shr.swiss/blog/negociation-et-marchandage-etalage-en",
    "de": "https://www.shr.swiss/blog/negociation-et-marchandage-etalage-de",
    "it": "https://www.shr.swiss/blog/negociation-et-marchandage-etalage-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."
}