The following items are tagged Jennifer Lerner.
Adapted from “Disappointed by Results? Improve Accountability,” first published in the Negotiation newsletter, January 2009.
How can you make the negotiators who report to you more accountable for their behavior? When negotiators know they will have to justify their actions, they become more focused, researchers have found.
But accountability can backfire if negotiators become so vigilant
Adapted from “Disappointed by Results? Improve Accountability,” first published in the Negotiation newsletter, January 2009.
How satisfied are you with the outcomes that negotiators in your organization achieve? Most likely, you can think of a few successes worth crowing about, a few you’d like to sweep under the carpet, and many more that turned out just
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