Accountability and Negotiation: An Overview

By — on / Business Negotiations

Based on current research, the following is a summary of the information you need to set up an optimal accountability system for negotiators in your organization:

– Require your subordinates to justify their negotiation strategy to you in advance

– Hold negotiators accountable for the process they’ve outlined – not just their ultimate goal

– To decrease the impact of irrelevant information, encourage negotiators to list ahead of time the most important kinds of information they should gather – and to refer often to their list during negotiations

– In one-issue negotiations, encourage competition by promising high-stakes rewards

– In multi-issue negotiations, encourage cooperation by rewarding long-term relationships and creative solutions

– Downplay partisanship by emphasizing the value of objectivity

– To decrease the stress of accountability, hold teams of negotiators responsible for their decisions



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