{
  "title": "Negotiation: does having to justify an agreement improve the decision?",
  "url": "https://shr.swiss/blog/negociation-devoir-justifier-un-accord-ameliore-t-il-la-decision-en",
  "language": "en",
  "datePublished": "2026-05-18",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://shr.swiss",
    "address": "184 route de Saint-Julien, 1228 Plan-les-Ouates, Suisse"
  },
  "summary": "Requiring negotiators to account for their decisions does not guarantee better judgement. Much depends on when that requirement is introduced and what their manager actually expects.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Lucerne",
    "region": "Lucerne",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "1. What the literature establishes",
      "point": "Jennifer S."
    },
    {
      "heading": "2. Anticipating the manager’s judgement",
      "point": "Philip E."
    },
    {
      "heading": "3. The premature conclusion: require more justification",
      "point": "It would therefore be premature to recommend a more detailed report after every agreement."
    },
    {
      "heading": "4. What these findings do not establish",
      "point": "These studies concern judgement and accountability, not the effectiveness of a specific commercial negotiation protocol."
    },
    {
      "heading": "5. A practical check in Lucerne",
      "point": "In Lucerne, where tourism, hospitality, regional financial services and industrial SMEs coexist with many family-run businesses with short decision-making chains, a hypothetical case would be a hotel negotiating a maintenance contract with an industrial SME."
    }
  ],
  "sources": [
    {
      "authors": "Tetlock",
      "year": "1999",
      "source": "Psychological Bulletin"
    },
    {
      "authors": "Tetlock",
      "year": "1983",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 435,
  "image": "https://shr.swiss/img/blog-Training-Advanced-Negotiation-Lucerne-negociation-devoir-justifier-un-accord-ameliore-t-il-la-decision-en.jpg?v=4",
  "translations": {
    "fr": "https://shr.swiss/blog/negociation-devoir-justifier-un-accord-ameliore-t-il-la-decision",
    "en": "https://shr.swiss/blog/negociation-devoir-justifier-un-accord-ameliore-t-il-la-decision-en",
    "de": "https://shr.swiss/blog/negociation-devoir-justifier-un-accord-ameliore-t-il-la-decision-de",
    "it": "https://shr.swiss/blog/negociation-devoir-justifier-un-accord-ameliore-t-il-la-decision-it"
  },
  "relatedPages": {
    "programme": "https://shr.swiss/formation-negociation-avancee-lucerne",
    "city": "https://shr.swiss/formations-ville/lucerne",
    "blog": "https://shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}