Accountability and negotiator behavior

On alleviating the debilitating effects of accountability on bargaining: Authority and self‐monitoring

“…As noted earlier, Peterson and Tracy (1977) found that freedom from constituency pressure facilitated problem-solving and ratification of agreements among acutal labor-management negotiators. Similar results have emerged from studies using undergraduates (e.g., Friedman & Jacka, 1969;Gruder & Rosen, 1971;Klimoski & Ash, 1974). Indeed, Druckman, Solomon, and Zechmeister (1972) discovered that making seven-to 15-year old males bargaining representatives increased their competitiveness, resulting in more rejected offers and longer time to agreement.…”

Leader power and self-serving behavior: The Moderating Role of Accountability

“…Indeed, one could argue that subjecting leaders to outcome accountability devoid of any process accountability could entail negative effects for subordinates. We base this contention on research showing that outcome accountability can lead to a number of detrimental effects, such as being less cooperative, helpful, and truthful (Adelberg & Batson, 1978), and becoming less willing to compromise in negotiations (Klimoski & Ash, 1974). Such observed negative effects of outcome accountability could stem from the fact that it focuses individuals disproportionately on the outcome to the detriment of the process of reaching the outcome, potentially leading them to take "shortcuts" in reaching their goals (Davis, Mero, & Goodman, 2007).…”

An accountability account: A review and synthesis of the theoretical and empirical research on felt accountability

“…In the history of any area of scientific inquiry, there are periods when significant opportunities present themselves, and such is the time for accountability literature. A scholarly interest in accountability can be traced to early research in negotiations (e.g., Klimoski, ; Klimoski & Ash, ). Subsequent conceptualizations of accountability by Tetlock (), Schlenker (e.g., Schlenker & Weigold, ), and others (e.g., Cummings & Anton, ) fostered by increasing real‐world calls for accountability in the public and private sectors spurred a steady growth in interest that tended to focus on the foundational issues developed in those works.…”