The combined effect of negotiator accountability and the expectation of cooperative future interaction (ECFI) with the opponent in the negotiation process is assessed. ECFI is the anticipation of working toward a common goal with the other party at a later time. For the interaction between accountability and ECFI, it is hypothesized that: 1. in the absence of ECFI, high accountability will encourage contentious tactics and especially low joint benefit, and 2. with ECFI, high accountability will encourage problem solving and especially high joint benefit.
To test these hypotheses, a 2 X 2 factorial design involving high versus low accountability and the presence versus absence of ECFI with the opponent was employed. Accountability produced contentious behavior and reduced joint benefit in the absence of ECFI, but increased joint benefit in the presence of ECFI. The results appear to support the assumption that behavior in negotiation is a function of both a concern for personal goals and a concern for the relationship with the other party.