{
  "title": "Ouvrir ou laisser ouvrir ?",
  "url": "https://www.shr.swiss/blog/premiere-offre-ancrage-nego",
  "language": "fr",
  "datePublished": "2023-04-12",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Négociations simulées.",
  "section": "Recherche",
  "topic": "Négociation avancée",
  "place": {
    "name": "Fribourg",
    "region": "Fribourg",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "La recherche",
      "point": "Galinsky & Mussweiler (2001, Journal of Personality and Social Psychology) montrent que la première offre ancre l'accord final.."
    },
    {
      "heading": "La limite",
      "point": "Négociations simulées.."
    },
    {
      "heading": "La nuance",
      "point": "Ouvrir paie quand on connaît la zone d'accord possible."
    },
    {
      "heading": "Implication pratique, vérifiable à Fribourg",
      "point": "Préparer une première offre justifiée et une fourchette de repli."
    }
  ],
  "sources": [
    {
      "authors": "Mussweiler",
      "year": "2001",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 89,
  "image": "https://www.shr.swiss/img/blog-Formation-Negociation-Avancee-Fribourg-premiere-offre-ancrage-nego-fr.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/premiere-offre-ancrage-nego",
    "en": "https://www.shr.swiss/blog/premiere-offre-ancrage-nego-en",
    "de": "https://www.shr.swiss/blog/premiere-offre-ancrage-nego-de",
    "it": "https://www.shr.swiss/blog/premiere-offre-ancrage-nego-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/fribourg",
    "city": "https://www.shr.swiss/formations-ville/fribourg",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}