{
  "title": "Negotiating a deadline: understanding constraints without giving in",
  "url": "https://www.shr.swiss/blog/negocier-un-delai-comprendre-les-contraintes-sans-ceder-en",
  "language": "en",
  "datePublished": "2024-11-06",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Understanding a partner means neither sharing their anxiety nor accepting their request. In negotiation, this distinction can change the options available.",
  "section": "Research",
  "topic": "Emotional Intelligence",
  "place": {
    "name": "Vevey",
    "region": "Vaud",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Adam D."
    },
    {
      "heading": "Another person's perspective remains a hypothesis",
      "point": "Nicholas Epley, Boaz Keysar, Leaf Van Boven and Thomas Gilovich (2004, Journal of Personality and Social Psychology) show that perspective taking can begin with an anchor in one's own viewpoint, followed by insufficient adjustment."
    },
    {
      "heading": "The premature conclusion",
      "point": "It would be tempting to conclude that emotions should be set aside to negotiate better."
    },
    {
      "heading": "The limits of the evidence and of common practice",
      "point": "These experiments do not reproduce the full complexity of an ongoing business relationship, including its economic dependencies and contractual obligations."
    },
    {
      "heading": "A practical check in Vevey",
      "point": "Within SHR's Emotional Intelligence programme, an exercise applicable to dealings between headquarters and Riviera SMEs would distinguish, for each extension request, the emotion expressed, the assumed constraint and the constraint confirmed by the partner."
    }
  ],
  "sources": [
    {
      "authors": "White",
      "year": "2008",
      "source": "Psychological Science"
    },
    {
      "authors": "Gilovich",
      "year": "2004",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 428,
  "image": "https://www.shr.swiss/img/blog-Training-Emotional-Intelligence-Vevey-negocier-un-delai-comprendre-les-contraintes-sans-ceder-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negocier-un-delai-comprendre-les-contraintes-sans-ceder",
    "en": "https://www.shr.swiss/blog/negocier-un-delai-comprendre-les-contraintes-sans-ceder-en",
    "de": "https://www.shr.swiss/blog/negocier-un-delai-comprendre-les-contraintes-sans-ceder-de",
    "it": "https://www.shr.swiss/blog/negocier-un-delai-comprendre-les-contraintes-sans-ceder-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-intelligence-emotionnelle-vevey",
    "city": "https://www.shr.swiss/formations-ville/vevey",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}