{
  "title": "In Sion, does understanding the other side's priorities mean giving in?",
  "url": "https://www.shr.swiss/blog/sion-comprendre-priorites-adversaire-sans-ceder-en",
  "language": "en",
  "datePublished": "2024-12-10",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Understanding the other side in a conflict is sometimes mistaken for making a concession. Negotiation research suggests distinguishing knowledge of their priorities from acceptance of their demands.",
  "section": "Research",
  "topic": "Conflict Management",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Leigh Thompson and Reid Hastie (1990, Organizational Behavior and Human Decision Processes) show that negotiators can misperceive their counterpart's interests, notably by assuming more systematic opposition than actually exists."
    },
    {
      "heading": "Understanding someone's reasoning is not sharing their feelings",
      "point": "Adam D."
    },
    {
      "heading": "The premature conclusion",
      "point": "It would be tempting to conclude that putting oneself in the other person's shoes is enough to resolve a conflict."
    },
    {
      "heading": "What these findings do not guarantee",
      "point": "These studies rely on experimental negotiation settings, not an evaluation of persistent conflicts in organisations in Sion."
    },
    {
      "heading": "A practical check in Sion",
      "point": "Within SHR's « Gestion du conflit » programme, an exercise applicable in Sion asks each party to state the priorities they attribute to the other and have these confirmed or corrected before proposing a solution."
    }
  ],
  "sources": [
    {
      "authors": "Hastie",
      "year": "1990",
      "source": "Organizational Behavior and Human Decision Processes"
    },
    {
      "authors": "White",
      "year": "2008",
      "source": "Psychological Science"
    }
  ],
  "wordCount": 432,
  "image": "https://www.shr.swiss/img/blog-Training-Conflict-Management-Sion-sion-comprendre-priorites-adversaire-sans-ceder-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/sion-comprendre-priorites-adversaire-sans-ceder",
    "en": "https://www.shr.swiss/blog/sion-comprendre-priorites-adversaire-sans-ceder-en",
    "de": "https://www.shr.swiss/blog/sion-comprendre-priorites-adversaire-sans-ceder-de",
    "it": "https://www.shr.swiss/blog/sion-comprendre-priorites-adversaire-sans-ceder-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-gestion-du-conflit-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."
}