{
  "title": "The Right Questions Reveal the Real Constraints",
  "url": "https://www.shr.swiss/blog/questions-en-negociation-et-informations-cachees-en",
  "language": "en",
  "datePublished": "2026-02-12",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Simulation experiments, student samples.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Lausanne",
    "region": "Vaud",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The Research",
      "point": "Thompson (1991, Journal of Experimental Social Psychology) shows that few negotiators discover the other party's actual interests.."
    },
    {
      "heading": "The Limitation",
      "point": "Simulation experiments, student samples.."
    },
    {
      "heading": "The Nuance",
      "point": "Negotiators contend with stated positions, while the interests behind them are often compatible."
    },
    {
      "heading": "Practical Implication, Testable in Lausanne",
      "point": "Prepare five questions about the other party's real constraints and ask them before making any offer."
    }
  ],
  "sources": [
    {
      "authors": "Thompson",
      "year": "1991",
      "source": "Journal of Experimental Social Psychology"
    }
  ],
  "wordCount": 97,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Lausanne-questions-en-negociation-et-informations-cachees-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/questions-en-negociation-et-informations-cachees",
    "en": "https://www.shr.swiss/blog/questions-en-negociation-et-informations-cachees-en",
    "de": "https://www.shr.swiss/blog/questions-en-negociation-et-informations-cachees-de",
    "it": "https://www.shr.swiss/blog/questions-en-negociation-et-informations-cachees-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/lausanne",
    "city": "https://www.shr.swiss/formations-ville/lausanne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}