Research · Zurich
Negotiation: What Research Says About First Offers
Should you open the negotiation or let the other party make an offer? Research on anchoring provides a nuanced answer that depends on the information available.
2026-10-07Read
Blog & insights
Leadership, management and soft skills training in Switzerland
1776 articles drawn from our engagements in Geneva, Lausanne, Zurich, Bern, Basel, Lugano, Fribourg and Neuchâtel. Case studies, practical guides, 2026 trends.
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86 articles
Research · Bern
Making several offers at once — in the canton of Bern
Single context; replicate locally before generalising.
2026-09-26Read
Research · Bern
Negotiating when values are at stake — in the canton of Bern
Single context; replicate locally before generalising.
2026-09-26Read
Research · Neuchâtel
Creating value before sharing it — in the canton of Neuchâtel
Single context; replicate locally before generalising.
2026-09-26Read
Research · Neuchâtel
Should you make the first offer? — in the canton of Neuchâtel
Single context; replicate locally before generalising.
2026-09-26Read
Research · Geneva
Negotiating across cultures — in the canton of Geneva
Single context; replicate locally before generalising.
2026-09-23Read
Research · Zurich
Should you make the first offer? — in the canton of Zurich
Single context; replicate locally before generalising.
2026-09-23Read
Research · Zurich
Does a good alternative change the negotiation? — in the canton of Zurich
Single context; replicate locally before generalising.
2026-09-11Read
Research · Zurich
Asking questions to expand the pie — in the canton of Zurich
Single context; replicate locally before generalising.
2026-09-11Read
Research · Geneva
The 'fixed-pie' myth in negotiation
Most negotiators wrongly assume their interests are fully opposed to the other side's. Research has measured the cost.
2026-08-16Read
Research · Sion
Is a precise figure more convincing than a round one? — Sion, Valais
Single context; replicate locally before generalising.
2026-08-13Read
Research · Sion
Should you make the first offer in a negotiation? — Sion, Valais
Single context; replicate locally before generalising.
2026-08-13Read
Research · Basel
Does showing anger help win concessions? — in the canton of Basel-Stadt
Single context; replicate locally before generalising.
2026-07-13Read
Research · Basel
Do people negotiate differently across cultures? — in the canton of Basel-Stadt
Single context; replicate locally before generalising.
2026-07-13Read
Research · Lugano
Make the first offer or wait?
Adam Galinsky et Thomas Mussweiler (2001, Journal of Personality and Social Psychology)
2026-06-15Read
Research · Lugano
Do we negotiate the same across cultures? — in the canton of Ticino
Single context; replicate locally before generalising.
2026-06-14Read
Research · Vevey
Should you make the first offer? — in the canton of Vaud
Single context; replicate locally before generalising.
2026-06-03Read
Field · Sion
What we actually learn about on the ground in Sion: what advanced negotiation truly reveals about organisations
Raw observations from field engagements in Sion — what advanced negotiation says, unfiltered, about an organisation's health.
2026-05-10Read
Method · Sion
Method: structuring a advanced negotiation initiative in Sion over 90 days
An operational 90-day plan to anchor advanced negotiation in a team or committee based in Sion.
2026-05-09Read
Expert view · Sion
From the inside: advanced Negotiation in Sion: what ten years of practice have taught us
Experiential synthesis: what works, what no longer works, and what is never said publicly about advanced negotiation in Sion.
2026-05-07Read
2026 trend · Sion
No filter: advanced Negotiation in 2026: what is changing in Sion for executives and managers
Four weak signals redrawing the practice of advanced negotiation in Sion this year.
2026-05-06Read
Comparison · Sion
Intervention note: advanced Negotiation: comparing the approaches used in Sion and across Switzerland
Three approaches to advanced negotiation compared in the field — costs, durations, observed results from Sion.
2026-05-04Read
Perspective · Sion
From the inside: advanced Negotiation: what Sion brings specifically to the practice
Cultural and economic reading of advanced negotiation seen from Sion — local specifics and transferable lessons.
2026-05-03Read
Case study · Sion
No filter: case study: transforming a team's advanced negotiation in Sion
An anonymised engagement with a team based in Sion — starting point, programme deployed, six-month results.
2026-05-01Read