{
  "title": "Winning the Negotiation, Losing the Relationship",
  "url": "https://www.shr.swiss/blog/negociation-et-relation-a-long-terme-en",
  "language": "en",
  "datePublished": "2026-02-13",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A study of industrial alliances using indirect measures.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Bern",
    "region": "Berne",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The Research",
      "point": "Gulati (1995, Academy of Management Journal) shows that trust accumulated between partners reduces the costs of negotiating subsequent agreements.."
    },
    {
      "heading": "The Limitation",
      "point": "A study of industrial alliances using indirect measures.."
    },
    {
      "heading": "The Nuance",
      "point": "An overwhelming victory over a long-term partner comes at a price in the next negotiation."
    },
    {
      "heading": "Practical Implication, Testable in Bern",
      "point": "Before forcing a point, assess the cost of making a concession against the value of the relationship."
    }
  ],
  "sources": [
    {
      "authors": "Gulati",
      "year": "1995",
      "source": "Academy of Management Journal"
    }
  ],
  "wordCount": 106,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Bern-negociation-et-relation-a-long-terme-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-et-relation-a-long-terme",
    "en": "https://www.shr.swiss/blog/negociation-et-relation-a-long-terme-en",
    "de": "https://www.shr.swiss/blog/negociation-et-relation-a-long-terme-de",
    "it": "https://www.shr.swiss/blog/negociation-et-relation-a-long-terme-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/berne",
    "city": "https://www.shr.swiss/formations-ville/berne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}