Relationship with opponent and partner in mixed-motive bargaining

gaining has neglected intergroup negotiations in favor of focus on interpersonal negotia-tions. Negotiations in the &dquo;real world,&dquo; how-ever, often involve a spokesman who bargains on behalf of a constituency against an ad-versary who is also a group representative. In order to understand the process of resolving conflict between groups, it is necessary to in-vestigate the independent and joint effects of each negotiator’s relationship with his con-stituency and with his adversary. To this end, the present experiment varied independently a negotiator’s accountability to his partner and to his opponent to determine the effects on his bargaining of the extent to which he felt answerable to each of these parties. Account-ability to partner and to opponent were ma-nipulated independently but in an analogous ’This report is based on a doctoral dissertation a