{
  "title": "Advanced negotiation: does having to justify an agreement improve the decision?",
  "url": "https://www.shr.swiss/blog/negociation-avancee-justifier-un-accord-avant-de-negocier-en",
  "language": "en",
  "datePublished": "2025-12-17",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Asking negotiators to account for their decisions seems prudent. Research suggests that what matters is when this requirement is introduced and to whom they must answer.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Bern",
    "region": "Berne",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Philip E."
    },
    {
      "heading": "The mechanism: scrutiny or conformity",
      "point": "Jennifer S."
    },
    {
      "heading": "The premature conclusion",
      "point": "It would be tempting to conclude that adding managerial approval is enough to improve negotiation."
    },
    {
      "heading": "The limits of the evidence and current practice",
      "point": "These studies largely concern judgement and decision-making; they do not establish that a particular procedure increases contract value in organisations in Berne."
    },
    {
      "heading": "A practical check in Berne",
      "point": "Within SHR — Swiss Human Resources’ « Négociation avancée » programme, an exercise applicable in Berne is to announce the justification criteria before discussions begin, then date a short document comparing the available options."
    }
  ],
  "sources": [
    {
      "authors": "Tetlock",
      "year": "1983",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Tetlock",
      "year": "1999",
      "source": "Psychological Bulletin"
    }
  ],
  "wordCount": 424,
  "image": "https://www.shr.swiss/img/blog-editorial-2025-12-17-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/negociation-avancee-justifier-un-accord-avant-de-negocier",
    "en": "https://www.shr.swiss/blog/negociation-avancee-justifier-un-accord-avant-de-negocier-en",
    "de": "https://www.shr.swiss/blog/negociation-avancee-justifier-un-accord-avant-de-negocier-de",
    "it": "https://www.shr.swiss/blog/negociation-avancee-justifier-un-accord-avant-de-negocier-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/berne",
    "city": "https://www.shr.swiss/formations-ville/berne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}