{
  "title": "Cartographier la zone d'accord avant de parler prix",
  "url": "https://www.shr.swiss/blog/negociation-et-zone-d-accord-possible",
  "language": "fr",
  "datePublished": "2026-02-11",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Analyse formelle, application de terrain à adapter.",
  "section": "Recherche",
  "topic": "Négociation avancée",
  "place": {
    "name": "Zurich",
    "region": "Zurich",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "La recherche",
      "point": "Raiffa (1982, The Art and Science of Negotiation) formalise la zone d'accord possible entre les limites des deux parties.."
    },
    {
      "heading": "La limite",
      "point": "Analyse formelle, application de terrain à adapter.."
    },
    {
      "heading": "La nuance",
      "point": "Négocier sans connaître sa limite, c'est la découvrir au pire moment."
    },
    {
      "heading": "Implication pratique, vérifiable à Zurich",
      "point": "Écrire avant la négociation sa limite, sa cible et ses hypothèses sur celles de l'autre."
    }
  ],
  "sources": [
    {
      "authors": "Raiffa",
      "year": "1982",
      "source": "The Art and Science of Negotiation"
    }
  ],
  "wordCount": 105,
  "image": "https://www.shr.swiss/img/blog-Formation-Negociation-Avancee-Zurich-negociation-et-zone-d-accord-possible-fr.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-et-zone-d-accord-possible",
    "en": "https://www.shr.swiss/blog/negociation-et-zone-d-accord-possible-en",
    "de": "https://www.shr.swiss/blog/negociation-et-zone-d-accord-possible-de",
    "it": "https://www.shr.swiss/blog/negociation-et-zone-d-accord-possible-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/zurich",
    "city": "https://www.shr.swiss/formations-ville/zurich",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}