{
  "title": "Presenting a trade-off: does framing influence the decision?",
  "url": "https://www.shr.swiss/blog/presenter-un-arbitrage-le-cadrage-influence-t-il-la-decision-en",
  "language": "en",
  "datePublished": "2025-10-29",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Describing what an option preserves is not always equivalent to describing what it sacrifices. Research invites us to examine how trade-offs are worded, without assuming that framing always determines the outcome.",
  "section": "Research",
  "topic": "Communication",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Amos Tversky and Daniel Kahneman (1981, Science) showed in experimental decision problems that different descriptions of equivalent consequences can alter preferences."
    },
    {
      "heading": "Mechanisms that need to be distinguished",
      "point": "Irwin P."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that emphasising losses is enough to produce a bolder decision."
    },
    {
      "heading": "What the evidence does not allow us to transfer",
      "point": "Choices made in experimental scenarios do not fully reproduce a professional trade-off, with its responsibilities, technical knowledge and opportunities for discussion."
    },
    {
      "heading": "A practical check in Sion",
      "point": "Within SHR’s “[Communication](/formation/communication/sion)” programme, an exercise in Sion could examine a fictional business-continuity trade-off, adapted to hydropower, healthcare, winegrowing or alpine tourism."
    }
  ],
  "sources": [
    {
      "authors": "Kahneman",
      "year": "1981",
      "source": "Science"
    },
    {
      "authors": "Gaeth",
      "year": "1998",
      "source": "Organizational Behavior and Human Decision Processes"
    }
  ],
  "wordCount": 401,
  "image": "https://www.shr.swiss/img/blog-Training-Communication-Sion-presenter-un-arbitrage-le-cadrage-influence-t-il-la-decision-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/presenter-un-arbitrage-le-cadrage-influence-t-il-la-decision",
    "en": "https://www.shr.swiss/blog/presenter-un-arbitrage-le-cadrage-influence-t-il-la-decision-en",
    "de": "https://www.shr.swiss/blog/presenter-un-arbitrage-le-cadrage-influence-t-il-la-decision-de",
    "it": "https://www.shr.swiss/blog/presenter-un-arbitrage-le-cadrage-influence-t-il-la-decision-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/communication/sion",
    "city": "https://www.shr.swiss/formations-ville/sion",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}