{
  "title": "Does having to get an agreement approved make managers better negotiators?",
  "url": "https://shr.swiss/blog/negociation-faire-valider-accord-mieux-negocier-en",
  "language": "en",
  "datePublished": "2026-05-31",
  "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 justify an agreement does not guarantee a better decision. Much depends on when that requirement is announced and what the approving manager appears to want to hear.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Lucerne",
    "region": "Lucerne",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "1. Accountability has no single effect",
      "point": "In their literature review, Jennifer S."
    },
    {
      "heading": "2. Anticipating approval can replace scrutiny",
      "point": "Philip E."
    },
    {
      "heading": "3. The hasty conclusion: remove oversight",
      "point": "These studies do not demonstrate that autonomy without oversight would produce better agreements."
    },
    {
      "heading": "4. What the evidence cannot establish",
      "point": "This research concerns judgement and accountability; it does not directly demonstrate improved performance in long-term commercial negotiations."
    },
    {
      "heading": "5. A practical check in Lucerne",
      "point": "In the canton of Lucerne, tourism, hospitality, regional financial services and industrial SMEs form a business environment in which many family-owned firms combine short decision-making lines with strong regional ties."
    }
  ],
  "sources": [
    {
      "authors": "Tetlock",
      "year": "1999",
      "source": "Psychological Bulletin"
    },
    {
      "authors": "Boettger",
      "year": "1989",
      "source": "Journal of Personality and Social Psychology"
    }
  ],
  "wordCount": 441,
  "image": "https://shr.swiss/img/blog-Training-Advanced-Negotiation-Lucerne-negociation-faire-valider-accord-mieux-negocier-en.jpg?v=4",
  "translations": {
    "fr": "https://shr.swiss/blog/negociation-faire-valider-accord-mieux-negocier",
    "en": "https://shr.swiss/blog/negociation-faire-valider-accord-mieux-negocier-en",
    "de": "https://shr.swiss/blog/negociation-faire-valider-accord-mieux-negocier-de",
    "it": "https://shr.swiss/blog/negociation-faire-valider-accord-mieux-negocier-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."
}