{
  "title": "Negotiating a budget with your manager: the weight of the first number",
  "url": "https://www.shr.swiss/blog/negocier-un-budget-avec-son-manager-le-poids-du-premier-chiffre-en",
  "language": "en",
  "datePublished": "2025-02-01",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "An opening figure can shape the entire discussion. Research suggests that the priority is not so much to name an ambitious number as to examine how a shared reference point is established.",
  "section": "Research",
  "topic": "Building an Effective Relationship with Your Manager",
  "place": {
    "name": "Zurich",
    "region": "Zurich",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Amos Tversky and Daniel Kahneman (1974, Science) describe anchoring: an estimate can be influenced by an initial value even when that value provides no relevant information."
    },
    {
      "heading": "The opening amount can structure the negotiation",
      "point": "Adam D."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that you should always be the first to propose a high budget to your manager."
    },
    {
      "heading": "What the evidence cannot settle",
      "point": "Negotiation experiments reproduce neither approval responsibilities, nor compliance rules, nor the history of a relationship between a manager and an employee."
    },
    {
      "heading": "A practical check in Zurich",
      "point": "Within SHR’s programme on [building an effective relationship with your manager](/formation-relation-avec-son-manager-zurich), one possible application in Zurich concerns project budgets in financial services, insurance, tech and the European headquarters of international groups."
    }
  ],
  "sources": [
    {
      "authors": "Kahneman",
      "year": "1974",
      "source": "Science"
    },
    {
      "authors": "Mussweiler",
      "year": "2001",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 432,
  "image": "https://www.shr.swiss/img/blog-Training-Building-An-Effective-Relationship-With-Your-Manager-Zurich-negocier-un-budget-avec-son-manager-le-poids-du-premier-chiffre-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negocier-un-budget-avec-son-manager-le-poids-du-premier-chiffre",
    "en": "https://www.shr.swiss/blog/negocier-un-budget-avec-son-manager-le-poids-du-premier-chiffre-en",
    "de": "https://www.shr.swiss/blog/negocier-un-budget-avec-son-manager-le-poids-du-premier-chiffre-de",
    "it": "https://www.shr.swiss/blog/negocier-un-budget-avec-son-manager-le-poids-du-premier-chiffre-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-relation-avec-son-manager-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."
}