Accountability and negotiator background

Many negotiations in the public and private sector result in coalitions. Empirical evidence suggests that the outcome of coalition negotiations deteriorate when accountability demands placed on negotiators are high. We investigate if the effects of accountability on negotiation outcomes differ for public and private sector-oriented individuals in a face-to-face experiment. A mix of graduate and undergraduate students negotiated a coalition in triads. We manipulated accountability (absent and present) as well as grouping based on PSM (high and low). Accountability lowers group and individual performance in coalition negotiations. Behavior did not differ between public and private sector negotiators