General Negotiation December 6, 2012

Do Your Feelings of Accountability Impact Your Negotiation Performance?

Research has found that if you want tougher negotiators, you must make them accountable for results.

Department store buyers are tough because they are accountable for selling the merchandise they buy. So is the chemical salesperson who has promised the boss that they will close a sale at 20 cents a pound. The buyer who tries to push below 20 cents is in for a battle. Disciplined target setting and clear accountability help achieve good results.