{
  "title": "Management Training in Delémont: Should You Make the First Offer?",
  "url": "https://shr.swiss/blog/formation-management-delemont-premiere-offre-en",
  "language": "en",
  "datePublished": "2026-09-25",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://shr.swiss",
    "address": "184 route de Saint-Julien, 1228 Plan-les-Ouates, Suisse"
  },
  "summary": "Should you make the first offer? What research shows, its limitations, and a testable practice for managers in Delémont.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Delémont",
    "region": "Jura",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the Research Establishes",
      "point": "Adam Galinsky and Thomas Mussweiler (2001, Journal of Personality and Social Psychology) show that the first offer often anchors the negotiation.."
    },
    {
      "heading": "The Limitations of the Evidence",
      "point": "The advantage reverses when knowledge of the market is limited.."
    },
    {
      "heading": "What This Means for a Team Leader",
      "point": "Research does not provide a formula: it indicates where to focus attention."
    },
    {
      "heading": "A Practical, Testable Implication in Delémont",
      "point": "In a Delémont-based SME, prepare for each supplier negotiation with a documented estimate before proposing an initial figure."
    }
  ],
  "sources": [
    {
      "authors": "Mussweiler",
      "year": "2001",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 178,
  "image": "https://shr.swiss/img/blog-Training-Advanced-Negotiation-Delemont-formation-management-delemont-premiere-offre-en.jpg?v=4",
  "translations": {
    "fr": "https://shr.swiss/blog/formation-management-delemont-premiere-offre",
    "en": "https://shr.swiss/blog/formation-management-delemont-premiere-offre-en",
    "de": "https://shr.swiss/blog/formation-management-delemont-premiere-offre-de",
    "it": "https://shr.swiss/blog/formation-management-delemont-premiere-offre-it"
  },
  "relatedPages": {
    "programme": "https://shr.swiss/formation-negociation-avancee-delemont",
    "city": "https://shr.swiss/formations-ville/delemont",
    "blog": "https://shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}