{
  "title": "Salary Negotiation Is Won Before the Interview",
  "url": "https://www.shr.swiss/blog/negociation-salariale-et-preparation-en",
  "language": "en",
  "datePublished": "2026-01-17",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Study of students seeking employment.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Zurich",
    "region": "Zurich",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The Research",
      "point": "Marks & Harold (2011, Journal of Organizational Behavior) show that preparation explains a large part of the outcome of salary negotiations.."
    },
    {
      "heading": "The Limitation",
      "point": "Study of students seeking employment.."
    },
    {
      "heading": "The Nuance",
      "point": "Bargaining power comes from market benchmarks and alternatives, not from outward confidence."
    },
    {
      "heading": "A Practical Implication, Verifiable in Zurich",
      "point": "Gather three verifiable salary benchmarks and one concrete alternative before the interview."
    }
  ],
  "sources": [
    {
      "authors": "Harold",
      "year": "2011",
      "source": "Journal of Organizational Behavior"
    }
  ],
  "wordCount": 98,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Zurich-negociation-salariale-et-preparation-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-salariale-et-preparation",
    "en": "https://www.shr.swiss/blog/negociation-salariale-et-preparation-en",
    "de": "https://www.shr.swiss/blog/negociation-salariale-et-preparation-de",
    "it": "https://www.shr.swiss/blog/negociation-salariale-et-preparation-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."
}