{"id":6850,"date":"2026-04-12T21:05:54","date_gmt":"2026-04-12T13:05:54","guid":{"rendered":"https:\/\/moresourcing.com\/the-trap-that-skilled-negotiators-miss\/"},"modified":"2026-04-12T21:05:54","modified_gmt":"2026-04-12T13:05:54","slug":"the-trap-that-skilled-negotiators-miss","status":"publish","type":"post","link":"https:\/\/moresourcing.com\/fr\/the-trap-that-skilled-negotiators-miss\/","title":{"rendered":"\ufeffThe Trap That Skilled Negotiators Miss"},"content":{"rendered":"<p><\/p>\n<div>\n<div class=\"article-left-col\">\n<section class=\"article-topics\">\n<h4 class=\"article-topics__title\">Th\u00e8mes<\/h4>\n<ul class=\"article-topics__list\">\n<li class=\"article-topics__item\">\n                <a href=\"https:\/\/sloanreview.mit.edu\/topic\/leadership\/\">Leadership<\/a>\n            <\/li>\n<li class=\"article-topics__item\">\n                <a href=\"https:\/\/sloanreview.mit.edu\/topic\/leadership-skills\/\">Leadership Skills<\/a>\n            <\/li>\n<\/ul>\n<\/section>\n<section class=\"article-section\">\n<h4 class=\"article-section__title\">Fronti\u00e8res<\/h4>\n<p>\n            Un <cite>MIT SMR<\/cite> qui explore la mani\u00e8re dont la technologie remod\u00e8le la pratique de la gestion.        <\/p>\n<p>        <a href=\"https:\/\/sloanreview.mit.edu\/big-ideas\/frontiers\/\" class=\"article-section__link\"><\/p>\n<p>           Plus dans cette s\u00e9rie<br \/>\n                      <\/a><\/p>\n<\/section><\/div>\n<aside class=\"article-ad ad-300  ad-300x250 ad-desktop\">\n<\/aside>\n<aside class=\"article-ad ad-300  ad-300x250 ad-mobile\">\n<\/aside>\n<figure class=\"article-inline\">\n<img fetchpriority=\"high\" decoding=\"async\" width=\"1290\" height=\"860\" alt=\"\" class=\"wp-image-126477\" srcset=\"https:\/\/moresourcing.com\/wp-content\/uploads\/2026\/04\/\ufeffThe-Trap-That-Skilled-Negotiators-Miss.jpg 1290w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-300x200.jpg 300w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-150x100.jpg 150w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-768x512.jpg 768w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-764x509.jpg 764w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-382x255.jpg 382w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-870x580.jpg 870w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-435x290.jpg 435w\" data-lazy-sizes=\"(max-width: 1290px) 100vw, 1290px\" src=\"https:\/\/moresourcing.com\/wp-content\/uploads\/2026\/04\/\ufeffThe-Trap-That-Skilled-Negotiators-Miss.jpg\"\/><img fetchpriority=\"high\" decoding=\"async\" width=\"1290\" height=\"860\" src=\"https:\/\/moresourcing.com\/wp-content\/uploads\/2026\/04\/\ufeffThe-Trap-That-Skilled-Negotiators-Miss.jpg\" alt=\"\" class=\"wp-image-126477\" srcset=\"https:\/\/moresourcing.com\/wp-content\/uploads\/2026\/04\/\ufeffThe-Trap-That-Skilled-Negotiators-Miss.jpg 1290w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-300x200.jpg 300w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-150x100.jpg 150w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-768x512.jpg 768w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-764x509.jpg 764w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-382x255.jpg 382w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-870x580.jpg 870w, https:\/\/sloanreview.mit.edu\/wp-content\/uploads\/2026\/04\/2026SUMMER_Savani-1290x860-1-435x290.jpg 435w\" sizes=\"(max-width: 1290px) 100vw, 1290px\"\/><figcaption>\n<p class=\"attribution\">Brian Stauffer\/theispot.com<\/p>\n<\/figcaption><\/figure>\n<div class=\"article-summary\"><strong class=\"article-summary__strong\">R\u00e9sum\u00e9 : <\/strong><\/p>\n<p>In negotiations, first offers act as powerful psychological anchors \u2014 and even skilled negotiators struggle to escape them. New research published in the <cite>Journal of Experimental Social Psychology<\/cite> finds that adopting a choice mindset when you receive a first offer can reduce anchoring: The simple act of reminding yourself that you can choose any counteroffer expands the range of options you consider, helping you negotiate on your own terms.<\/p>\n<\/div>\n<p><span class=\"smr-leadin\">Say you walk into a car dealership<\/span> determined to stay within budget. The salesperson shows you a car you like and quotes a price of $41,435. You know there\u2019s room to negotiate, but when it\u2019s time to counter, that first number quietly takes over. Your counteroffer, the concessions, and the final deal all end up orbiting around $41,435.<\/p>\n<p>That\u2019s anchoring at work. In negotiations, first offers become psychological reference points, and people often fail to adjust far enough away from them, even though they are free to counter with any amount they want.<\/p>\n<p>Although the anchoring effect is well documented, what makes this bias so frustrating is that it persists even among skilled and experienced negotiators. It shows up in procurement, strategic deals, and executive compensation conversations \u2014 any situation in which one party gets a number on the table early and the other party must respond under time pressure.<\/p>\n<p>If you\u2019re preparing for an important negotiation, the standard advice is familiar: Do your homework, know your target, and don\u2019t reveal too much too soon. Those suggestions are useful, but none of them changes the fact that when the first offer lands, your mind starts thinking of counteroffers close to that number. Our <a href=\"https:\/\/doi.org\/10.1016\/j.jesp.2023.104575\" target=\"_blank\">recent research<\/a>, published in the <cite>Journal of Experimental Social Psychology<\/cite>, identified a simple way to reduce the anchoring effect when you don\u2019t control the first offer: Adopt a <em>choice mindset<\/em> right when you see the first offer.<\/p>\n<h3>The Power of Choice Reminders<\/h3>\n<p>A <a href=\"https:\/\/doi.org\/10.1016\/j.obhdp.2019.05.003\" target=\"_blank\">choice mindset<\/a> is a state of mind in which people perceive the availability of more choices than they are presented with. When in this mindset, people are more likely to recognize the options available to them, including nonobvious options (such as delaying a decision or changing the structure of a deal), particularly in situations in which they feel constrained (such as difficult negotiations).<\/p>\n<p>In everyday life, a choice mindset is the difference between thinking \u201cI have no choice; I have to take what I can get\u201d and thinking \u201cI have choices and can even consider options that have not been presented to me.\u201d The key insight is that <em>feeling<\/em> constrained is not the same as <em>being<\/em> constrained, and the subjective perception of choice can be nudged.<\/p>\n<div class=\"article-authors\" id=\"article-authors\">\n<h4 class=\"article-authors__title\">\u00c0 propos des auteurs<\/h4>\n<div class=\"article-authors__bio\">\n<p>Monica Wadhwa is an associate professor in the Department of Marketing and Supply Chain Management at Temple University\u2019s Fox School of Business. Krishna Savani is a professor of management at Hong Kong Polytechnic University. Both authors contributed equally to this article.<\/p>\n<\/div><\/div>\n<div class=\"article-doi\">\n    <a href=\"https:\/\/doi.org\/10.63383\/ORTW6373\" target=\"_blank\" class=\"article-doi__number\">https:\/\/doi.org\/10.63383\/ORTW6373<\/a>\n<\/div>\n<\/div>\n<p>#Trap #Skilled #Negotiators<\/p>","protected":false},"excerpt":{"rendered":"<p>Topics Leadership Leadership Skills Frontiers An MIT SMR initiative exploring how technology is reshaping the practice of management. More in this series Brian Stauffer\/theispot.com Summary: In negotiations, first offers act as powerful psychological anchors \u2014 and even skilled negotiators struggle to escape them. New research published in the Journal of Experimental Social Psychology finds that [&hellip;]<\/p>","protected":false},"author":1,"featured_media":6851,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[9],"tags":[],"class_list":["post-6850","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.7.1 (Yoast SEO v25.8) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>\ufeffThe Trap That Skilled Negotiators Miss - MORE SOURCING LTD<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/moresourcing.com\/fr\/the-trap-that-skilled-negotiators-miss\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"\ufeffThe Trap That Skilled Negotiators Miss\" \/>\n<meta property=\"og:description\" content=\"Topics Leadership Leadership Skills Frontiers An MIT SMR initiative exploring how technology is reshaping the practice of management. 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