{
  "title": "Negotiation: should managers demand accountability for the outcome or the process?",
  "url": "https://shr.swiss/blog/negociation-faut-il-evaluer-le-resultat-ou-la-demarche-en",
  "language": "en",
  "datePublished": "2026-06-09",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://shr.swiss",
    "address": "184 route de Saint-Julien, 1228 Plan-les-Ouates, Suisse"
  },
  "summary": "Asking negotiators to justify their decision-making process can change how they handle information. Accountability alone, however, does not guarantee a better decision.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Lucerne",
    "region": "Lucerne",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "1. What the literature establishes",
      "point": "Carsten K."
    },
    {
      "heading": "2. The mechanism: scrutiny or conformity",
      "point": "Jennifer S."
    },
    {
      "heading": "3. The premature conclusion",
      "point": "It would be tempting to conclude that more approvals and reports are needed."
    },
    {
      "heading": "4. The limits of the evidence and of evaluation",
      "point": "Negotiation experiments use structured situations that differ from some commercial negotiations, where information remains incomplete and relationships continue over time."
    },
    {
      "heading": "5. A practical check in Lucerne",
      "point": "In Lucerne, tourism, hospitality, regional financial services and industrial SMEs provide a setting where many family-run businesses combine short decision-making paths with strong regional ties."
    }
  ],
  "sources": [
    {
      "authors": "Steinel",
      "year": "2000",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Tetlock",
      "year": "1999",
      "source": "Psychological Bulletin"
    }
  ],
  "wordCount": 422,
  "image": "https://shr.swiss/img/blog-Training-Advanced-Negotiation-Lucerne-negociation-faut-il-evaluer-le-resultat-ou-la-demarche-en.jpg?v=4",
  "translations": {
    "fr": "https://shr.swiss/blog/negociation-faut-il-evaluer-le-resultat-ou-la-demarche",
    "en": "https://shr.swiss/blog/negociation-faut-il-evaluer-le-resultat-ou-la-demarche-en",
    "de": "https://shr.swiss/blog/negociation-faut-il-evaluer-le-resultat-ou-la-demarche-de",
    "it": "https://shr.swiss/blog/negociation-faut-il-evaluer-le-resultat-ou-la-demarche-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."
}